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Repeat the last 1–3 words of what they just said. It subtly encourages them to keep talking and reveal more. Call out their emotions (e.g., "It seems like you're worried about the budget risk" never split the difference by chris voss pdf better

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Labeling: "It seems like you're concerned about the budget." This validates their emotions without you having to agree with them. never split the difference by chris voss pdf better