Voss emphasizes the importance of truly understanding your counterpart's perspective, even if you disagree with it. This involves actively listening, acknowledging their emotions, and demonstrating genuine curiosity about their needs and fears. By employing tactical empathy, you can build trust, uncover hidden motivations, and create a collaborative atmosphere for negotiation. Voss provides specific verbal techniques to validate your counterpart's feelings and demonstrate that you are truly listening.

While conventional wisdom suggests avoiding the word "no," Voss argues that it can be a powerful tool for uncovering your counterpart's true priorities and reservations. By strategically using phrases that invite "no," like "Is this a bad time to talk?" or "Does this make sense to you?", you can encourage open communication and identify potential roadblocks early on. Voss emphasizes that "no" is often the beginning of a negotiation, not the end.

Voss introduces the concept of "bending reality" by subtly influencing your counterpart's perception of the situation. This involves anchoring their expectations high, using calibrated questions to guide their thinking, and strategically employing silence to encourage them to offer concessions. Through these techniques, you can shape the negotiation landscape and steer the conversation towards a favorable outcome without resorting to manipulation or coercion.