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ExploreStream Never Split the Difference - by Chris Voss and Tahl Raz from Dead Good Audio | Listen online for free on SoundCloud. SoundCloud Dead Good Audio
Another pause. “Fine,” he muttered. “What’s your counter?”
: Uncovering hidden information that can completely change the negotiation dynamic.
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Verbally identifying the other person’s emotions (e.g., "It seems like you are afraid of...") to defuse negative feelings. Calibrated Questions: