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#116 — The Art of Negotiation — Chris Voss
Magic Minds
The Bank Robber's Approach to Labeling
i love deference, because everybody likes it, and they drop their guard. If if you don't feel attacked, the chances that we're goin to make a deal are much greater. Cause when i make my ask, what's going to go through their brain? You're just another tile spoiled hotel guests who wants some for nothing. O, thisis, yes, this isn't typical. And im, i'm the interesting thing that we've really found out about the approach of aggressively dealing with labels, aggressively, but gently from the very beginning. So our data is proactively identifying a possible negative, instead of planting it, inoculates from it.
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