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Never Split the Difference:
When you slow the process down, you also calm it down. After all, if someone is talking, they’re not shooting.
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Never Split the Difference:
When we radiate warmth and acceptance, conversations just seem to flow. When we enter a room with a level of comfort and enthusiasm, we attract people toward us.
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Never Split the Difference:
…your most powerful tool in any verbal communication is your voice. You can use your voice to intentionally reach into someone’s brain and flip an emotional switch.
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Never Split the Difference:
When people are in a positive frame of mind, they think more quickly, and are more likely to collaborate and problem-solve (instead of fight and resist).
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Never Split the Difference:
You can be very direct and to the point as long as you create safety by a tone of voice that says I’m okay, you’re okay, let’s figure things out.
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Never Split the Difference:
Mirroring, also called isopraxism, is essentially imitation… It can be done with speech patterns, body language, vocabulary, tempo, and tone of voice.
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Never Split the Difference:
A mirror… will get you the clarity you want while signaling respect and concern for what the other person is saying.
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Never Split the Difference:
Mirroring will make you feel as awkward as heck… Once you get the hang of it, though, it’ll become a conversational Swiss Army knife…
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Never Split the Difference:
Negotiation is not an act of battle; it’s a process of discovery.
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Never Split the Difference:
Mirroring is the art of insinuating similarity, which facilitates bonding.
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