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Advanced Negotiation Tactics from a Hostage Negotiator | Scott Walker

The Art of Charm

CHAPTER

Building Trust in Negotiations

The chapter emphasizes the importance of trust in negotiations, going beyond securing deals to focus on reputation, relationships, and mutual benefit. Examples are provided to illustrate how trust can lead to benefits like personalized service and referrals. The discussion covers the significance of active listening, empathy, and clarity in negotiations to establish credibility and rapport effectively.

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