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Chris Voss

“But let me cut the list even further: it’s best to start with “what,” “how,” and sometimes “why.” Nothing else. “Who,” “when,” and “where” will often just get your counterpart to share a fact without thinking. And “why” can backfire.”

Chris Voss, Never Split the Difference: Negotiating as if Your Life Depended on It
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Never Split the Difference: Negotiating as if Your Life Depended on It Never Split the Difference: Negotiating as if Your Life Depended on It by Chris Voss
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