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Never Split the Difference:
Strike up a conversation and put a label on one of the other person’s emotions… and then go silent. Let the label do its work.
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57 |
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Never Split the Difference:
Research shows that the best way to deal with negativity is to observe it, without reaction and without judgment.
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59 |
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Never Split the Difference:
…labels are so powerful because they bathe the fears in sunlight, bleaching them of their power and showing our counterpart that we understand.
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61 |
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Never Split the Difference:
…labels help to uncover and identify the primary emotion driving almost all of your counterpart’s behavior, the emotion that, once acknowledged, seems to miraculously solve everything else.
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63 |
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Never Split the Difference:
…no communication is always a bad sign.
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66 |
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Never Split the Difference:
…the beauty of going right after negativity is that it brings us to a safe zone of empathy.
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68 |
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Never Split the Difference:
Every one of us has an inherent, human need to be understood, to connect with the person across the table.
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68 |
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Never Split the Difference:
…creating an empathetic relationship and encouraging your counterpart to expand on their situation is the basis of healthy human interaction.
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72 |
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Never Split the Difference:
Performing an accusation audit in advance prepares you to head off negative dynamics before they take root.
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73 |
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Never Split the Difference:
For good negotiators, ‘No’ is pure gold. That negative provides a great opportunity for you and the other part to clarify what you really want by eliminating what you don’t want.
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75 |
