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Chris Voss

“explained to her that this implication, though real, was in her mind. Her client would hear the words and not the implication as long as she kept calm and avoided making it sound by her delivery like an accusation or threat. As long as she stayed cool, they would hear it as a problem to be solved.”

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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