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Our brains have been designed to steer us towards pleasure and away from pain. Most of us do whatever possible to avoid any type of conflict or criticism. Consequently, when we are about to deliver bad news or have a difficult discussion, most of us will start the conversation beating around the bush, trying to smooth the other party over and trying to make what you are about to say a little less painful. We are deathly afraid of drawing any more attention to the negative tha

“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© My husband met Chris Voss a few years ago at the 2016 AFP Finance & Treasury Conference where Chris Voss was sharing excerpts from his newly released book Never Split The Difference: Negotiating