AI Snips
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Use No As A Conversation Starter
- When someone says "no," treat it as the start of conversation and give them a moment to think.
- Use pleasant tone to make them calmer and more creative, as Chris Voss demonstrates.
Aim For "That's Right"
- Summarize the other side's view until they respond "that's right."
- Getting "that's right" signals empathy and unlocks collaboration, Voss explains.
Three Basic Conflict Drives
- People approach conflict as fight, flight, or make friends and each values different outcomes.
- Understanding which type someone is reveals what matters to them beyond the deal.