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Create a sense of urgency to encourage a decision from "summary" of Never Split the Difference by Chris Voss,Tahl Raz
Creating a sense of urgency is a powerful technique to push the other party towards a decision. Urgency forces action, cutting through indecision and hesitancy like a hot knife through butter. When time is of the essence, people are more likely to make a choice rather than procrastinate endlessly. By introducing urgency into the negotiation process, you are essentially lighting a fire under the other party, compelling them to act sooner rather than later. One way to create a sense of urgency is by setting a deadline. Deadlines create pressure, making the other party realize that they have a limited amount of time to make a decision. This can prompt them to act swiftly in order to avoid missing out on an opportunity or facing negative consequences. By setting a deadline, you are effectively placing a ticking clock on the negotiation, compelling the other party to move forward without delay. Another meth...
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