Ep47 - Chris Voss: "Never Split the Difference"
Talks at Google
00:00
No Is Not the End of the Conversation, It's the Beginning
There's a lot more space between yes and no than most of us realize. If we just give the other side a little bit of time to sort of think, a moment if you will. Your mind works up to 31% more effectively if you're in a positive frame of mind. Despite smiling at him having you've got a wonderful tone of voice. So she's already making this person smarter by the way she interacts with her. She says your counterpart says no which she now sort of centers herself and triggers. And that's many times it's triggered when the other person says no because they feel protected and they are more likely once feel protected and safe to interact with you.
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