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248 - Mastering Negotiation — with Chris Voss
The Futur with Chris Do
The Tactics of No
I think you've talked about this before about our unhealthy addiction to yes. You know, there's a simultaneous problem out there of what we teach something called the favorite of the fool or proof of life. If someone's been playing you, either accidentally or on purpose, for a while, and you say, hey, listen, are you playing me? They're not gonna admit to that. So I love your approach, because it means that we can actually embrace ... like a tactical no, which is better than five yeses.
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