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Who is the author of 'Never Split the Difference: Negotiating As If Your Life Depended On It'?
In the book, what type of negotiation does the author say 'Never Split the Difference' typifies?Distributive negotiationIntegrative negotiationTransactional negotiationCooperative negotiation
What was Voss's profession before becoming a negotiation consultant?
According to the author, what role does empathy play in negotiations?It helps to understand the point of view and emotions of the other partyIt is not important in negotiationsIt makes one seem weakIt is a sign of compromise
What phrase does Voss suggest to use in order to validate the other person's feelings during a negotiation?
How does the author suggest we should see a 'no' in a negotiation?As a start of the negotiationAs a definitive end to the negotiationAs a personal attackAs a sign of hostility
What method from the book suggests generating the feeling of loss in the other party?
What does the author suggest makes the biggest difference in successful negotiations?Active ListeningAggressionCompromiseBeing Assertive
To whom did the author dedicate the book 'Never Split the Difference'?
What does the acronym 'ABE' represent in 'Never Split the Difference'?Always Be EmpatheticAlways Be EagerAlways Be EncouragingAlways Be Engaging