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E67 - Chris Voss: How to be a killer communicator
The High Performance Podcast
Academic Studies on Negotiation - Strategic Umbrage
Chris fossi was a hostage negotiator and teaches business negotiation at georgetown. He says negative emotions, such as negotiating through fear or intimidation, are short term fixes but over a long term, the r ther ds thousand %. An aggressive negotiator wears out their counterpart by getting them to come to the table with arguments that they don't want. Fossi: Why do we get caught up in this idea that negative emotions are more valuable than positive ones?
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