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Voss: the emotion is the negotiation, and the cost of winning...
The reasoning arrives after the feeling does. So the feeling is the thing being negotiated. Which works beautifully once. The tools were shaped for...
Voss tactics work once; relationships aren’t once
The emotional read wins the room. It was built to win it once. Run it weekly on the same person and the wins start...
Never Split the Difference argues the feeling comes before the argument
Chris Voss's Never Split the Difference argues we negotiate the feeling before the facts, because reasoning follows reaction. It wins the room built for...