Chris Voss suggests that every negotiation is a process of discovery. The aim is to uncover as much information as possible. Emotions can run high and surprises can occur, but the key is to remain focused on gathering information.
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Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our lives involves some form of negotiation. Expert FBI...
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Not every negotiation is as high stakes as a hostage situation where lives are on the line; but in any negotiation emotions can run high and you can be blindsided by surprises. Whatever you are trying to achieve, remember that every negotiation is a process of discovery. Your aim is to uncover as much information as possible.
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