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Tactical Empathy

Negotiation is emotional, not logical

How tactical empathy compounds

Practice: read the room, choose your voice

Mirroring & Labeling

Two quiet moves that make people open up

The mechanics, drawn out

Practice: build the label

The Power of “No” & “That’s Right”

Chase a real “No,” earn a “That’s right”

From “You’re right” to “That’s right”

Practice: breakthrough or brush-off?

Calibrated Questions

The illusion of control

The calibrated-question engine

Practice: reframe it

Bending Reality & Ackerman Bargaining

The money conversation, done right

Climb the ladder

Practice: run the Ackerman

Black Swans — the hidden leverage

The unknown fact that flips the deal

Black Swans and the three levers

Practice: the case files

Field Test — check your instincts

What a label actually does

The breakthrough phrase

Why never split the difference

Chris Voss led international kidnapping negotiations for the FBI. His method has nothing to do with clever arguments and everything to do with reading people.

Never Split the Difference — the field playbook

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