Example: Instead of saying, "You need to pay me more," ask, "How am I supposed to accept that rate given my operational costs?"
Mirroring creates an involuntary psychological response. The other party feels heard and automatically expands on their statement, giving you vital information without you having to ask direct, aggressive questions. 3. Labeling to Defuse Negative Emotions : Assign a verbal label to an observed emotion. never split the difference by chris voss pdf
: Uncovering hidden variables to win the entire deal. Example: Instead of saying, "You need to pay