Masterclass - Chris Voss - The Art - Of Negotiati...

This involves repeating the last three words (or the critical one to three words) of what someone just said. It sounds simple, but it creates a "connective tissue" that encourages the other person to elaborate without them feeling pressured.

Don’t fear “no.” because it means autonomy. MasterClass - Chris Voss - The Art of Negotiati...

He distinguishes between "You're right" (a dismissal to get rid of you) and "That’s right" (an epiphany). This involves repeating the last three words (or

: You gain the upper hand by letting the other side feel in charge. This is achieved by asking questions that keep them talking and reveal their underlying needs. Essential Negotiation Techniques MasterClass - Chris Voss - The Art of Negotiati...