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Thank you for downloading this unique guide on negotiation.

This was developed from a talk on negotiating I heard in Boston by FBI negotiator Chris Voss. I was so intrigued by his ideas that I read his book. While I highly recommend reading his terrific book, this paper will give you insight into:

  • A powerful negotiating concept Voss calls tactical Empathy
  • Why getting the other person to say “That’s right” is so much more valuable that “You’re right”.
  • The language concept called mirroring
  • How to uncover the emotions underlying and driving all of your counterpart’s behaviors.
  • Why getting the other person to say “No” at the outset of the negotiation is much more effective than “Yes”.


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