How To Never Lose A Negotiation With Chris Voss
Erika Taught Me
00:00
How Do I Know They're Alive?
If you ask somebody a great how or great what question, regardless of circumstances, for them to think it through before they even giving you an answer requires in-depth thought. Like I've now created this deferential decision loop, which is fatiguing. And so then after we go through this loop, where you're reassuring me, you're not arguing with me and there's going to be all right over and over and over. Then I'm going to try to get you to drop your price because you're going to try and stimulate the process by giving me a better price. How generous you being? You start to feel the process slowed down. By the time we get to where I
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