"It seems like you're concerned about the budget." This validates their emotions without you having to agree with them.
Now came the moment for the . She didn’t propose a number. She asked: "How can we structure a deal that protects our engineers’ retention while giving you the IP rights you need?" never split the difference by chris voss pdf better
Voss introduces the as the primary tool for this. "It seems like you're concerned about the budget
These "How" questions force the other side to solve your problems for you. A PDF summary lists this as a tip. A better study of the book shows you how to chain three "How" questions together until the other party negotiates against themselves. never split the difference by chris voss pdf better