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#506 - Elizabeth Stokoe - The Science Of Analysing Conversations
Modern Wisdom
What Are the Turning Points in a Negotiation?
Negotiators have to expect resistance when they arrive on the scene. People want to be seen as con consistent, so how do you get someone talking? One of the very first things we found was the negotiators will typically say, can we talk about how you are? And in this one nice example that i've got, the negotiator says, can we talks about howyou are? And when you just show that line, i then show that the next line is nort point seven seconds. Oure ging to see resistance. Theyve got to try again. And in the trying again, you see, wel what is it that's working? We don't say it exactlyactly because we
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