: Identifying and vocalizing the other person's emotions (e.g., "It seems like you're worried about...") to lower their guard.
Listening to Never Split the Difference is arguably more effective than reading it. Why? Because negotiation is about tone, empathy, and listening—nuances that are perfectly captured by the audio format. never split the difference audiobook online listen 2021
The 2021 digital landscape solidified Chris Voss’s Never Split the Difference : Identifying and vocalizing the other person's emotions (e
: Many of us fear the word "no." We ask questions carefully to avoid it. Voss teaches that "no" is the start of a negotiation, not the end. When someone says "no," they feel safe and in control. Their real concerns and constraints often emerge right after they say "no," providing you with the crucial information you need to solve the real problem. When someone says "no," they feel safe and in control