In Chapter 2, you’ll learn how to avoid the assumptions that blind neophyte negotiators and replace them with Active Listening techniques like Mirroring, Silences, and the Late-Night FM DJ Voice. You’ll discover how to slow things down and make your counterpart feel safe enough to reveal themselves; to discern between wants (aspirations) and needs (the bare minimum for a deal); and to laser-focus on what the other party has to say.
