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Chris Voss

“Yes” is nothing without “How.” While an agreement is nice, a contract is better, and a signed check is best. You don’t get your profits with the agreement. They come upon implementation. Success isn’t the hostage-taker saying, “Yes, we have a deal”; success comes afterward, when the freed hostage says to your face, “Thank you.”

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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