Chris Voss: Never Split the Difference
FranklinCovey On Leadership
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How to Avoid Negative Negotiations
The best calibration of putting on the table the elephant in the room so that you can brush it aside or worse case perhaps it becomes the focal point of the customer. "It's a really counterintuitive response to getting the negatives out of the way, getting rid of the elephants' wooden at the time"
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