
“Remember the amygdala, the part of the brain that generates fear in reaction to threats? Well, the faster we can interrupt the amygdala’s reaction to real or imaginary threats, the faster we can clear the road of obstacles, and the quicker we can generate feelings of safety, well-being, and trust. We do that by labeling the fears. These labels are so powerful because they bathe the fears in sunlight, bleaching them of their power and showing our counterpart that we understand. Think back to that Harlem landing: I didn’t say, “It seems like you want us to let you go.”
―
Never Split the Difference: Negotiating as if Your Life Depended on It
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