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Index
Introduction.............................................................................................................6
Section 1 – Voss's History and Discovering An Effective Negotiation...8
Section 2 – Empathy As The Foundation......................................................10
Empathy Principle 1 – Mirroring....................................................................12
Empathy Principle 2 – Labeling.......................................................................14
Empathy Principle 3 – “No” Before “Yes”....................................................16
Empathy Principle 4 – Get Them To Say “That's Right”..........................19
Empathy Principle 5 – Alter Their Reality....................................................21
Empathy Principle 6 – Illusion of Control.....................................................24
Empathy Principle 7 – Guarantee Execution...............................................26
Empathy Principle 8 – Bargain Hard.............................................................30
Empathy Principle 9 – Uncover The Unknown...........................................36
Section 3 - Preparing for Your Next Negotiation.......................................39
Conclusion.............................................................................................................42
BONUS....................................................................................................................43
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