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Famous Chris Voss Quotes

“In one brain imaging study, psychology professor Matthew Lieberman of the University of California, Los Angeles, found that when people are shown photos of faces expressing strong emotion, the brain shows greater activity in the amygdala, the part that generates fear. But when they are asked to label the emotion, the activity moves to the areas that govern rational thinking. In other words, labeling an emotion—applying rational words to a fear—disrupts its raw intensity.”

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Book:Never Split the Difference: Negotiating As If Your Life Depended On It
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“Notice we said 'It sounds like . . .' and not 'I'm hearing that . . .' That's because the word 'I' gets people's guard up. When you say 'I,' it says you're more interested in yourself than the other person, and it makes you take personal responsibility for the words that follow—and the offense they might cause.”

PsychologyNegotiation
Book:Never Split the Difference: Negotiating As If Your Life Depended On It
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“If despite all your efforts, the other party won’t say “No,” you’re dealing with people who are indecisive or confused or who have a hidden agenda. In cases like that you have to end the negotiation and walk away.”

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Book:Never Split The Difference, The Storyteller's Secret [Hardcover], Talk Like TED, TED Talks 4 Books Collection Set
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