Yasiniya

“Though the intensity may differ from person to person, you can be sure that everyone you meet is driven by two primal urges: the need to feel safe and secure, and the need to feel in control. If you satisfy those drives, you’re in the door.”
― Chris Voss, Never Split the Difference: Negotiating as if Your Life Depended on It

“Mirrors work magic. Repeat the last three words (or the critical one to three words) of what someone has just said. We fear what’s different and are drawn to what’s similar. Mirroring is the art of insinuating similarity, which facilitates bonding. Use mirrors to encourage the other side to empathize and bond with you, keep people talking, buy your side time to regroup, and encourage your counterparts to reveal their strategy.”
― Chris Voss, Never Split the Difference: Negotiating as if Your Life Depended on It

“It’s a phenomenon (and now technique) that follows a very basic but profound biological principle: We fear what’s different and are drawn to what’s similar. As the saying goes, birds of a feather flock together. Mirroring, then, when practiced consciously, is the art of insinuating similarity. “Trust me,” a mirror signals to another’s unconscious, “You and I—we’re alike.” Once”
― Chris Voss, Never Split the Difference: Negotiating as if Your Life Depended on It

“If you approach a negotiation thinking the other guy thinks like you, you are wrong. That's not empathy, that's a projection.”
― Chris Voss, Never Split the Difference: Negotiating As If Your Life Depended On It