534: Chris Voss | Never Split the Difference
The Art of Charm
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The Three Types of People in Negotiations
In this chapter, they discuss the three types of people in negotiations: the analyst, the assertive, and the accommodator. Each type has a different view on time and the importance of the relationship. They explain that by taking a step back and using labels, negotiators can better understand and resonate with each type. Using labels helps to draw the other side into a more productive conversation.
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