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Never Split the Difference:
In this world, you get what you ask for; you just have to ask correctly. So claim your prerogative to ask for what you think is right.
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Never Split the Difference:
When we embrace negotiating’s transformative possibilities, we learn how to get what we want and how to move others to a better place.
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Never Split the Difference:
Negotiation is at the heart of collaboration. It is what makes conflict potentially meaningful and productive for all parties. It can change your life…
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Never Split the Difference:
You should engage the process [of negotiation] with a mindset of discovery. Your goal at the outset is to extract and observe as much information as possible.
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Never Split the Difference:
Great negotiators are able to question the assumptions that the rest of the involved players accept… and thus remain more emotionally open to all possibilities…
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Never Split the Difference:
…until you know what you’re dealing with, you don’t know what you’re dealing with.
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Never Split the Difference:
It’s really not that easy to listen well.
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Never Split the Difference:
…neither wants nor needs are where we start; it begins with listening, making it about the other people, validating their emotions and creating enough trust and safety for a real conversation to begin.
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Never Split the Difference:
Going too fast is one of the mistakes all negotiators are prone to making.
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Never Split the Difference:
…if we’re too much in a hurry, people can feel as if they’re not being heard and we risk undermining the rapport and trust we’ve built.
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