Chris Voss is a world renowned former FBI Hostage negotiator
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How to Listen to the Other Side Out First
The amount of power you get from hearing the other side out first is ridiculous. Most people are driven by what they want to say, and they can't think about anything else. A deal is only as good as its implementation. Perceived loss drives decision making more than anything else. People will go out on a limb to avoid a loss rather than accomplish a gain.
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