Ep47 - Chris Voss: "Never Split the Difference"
Talks at Google
00:00
Detecting Deception in a Negotiation
There's two kinds of information that your counterpart, the other side has that are really important to you. The stuff that they know is important to you and the stuff that they have no idea it's important, but it is. You only know to cover up what you know is important in a negotiation. And getting to the point where the other side is comfortable sharing that information isReally what the point of everything in the book is about. There's always going to be information you don't have. It also saves time. Keeps you from having to renegotiate. You move forward in a better partnership.
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