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Never Split The Difference

Negotiating as if your life depended on It

Chris Voss with Tahl Raz

Chris Voss did an AMA on Reddit, highlights here

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Study on ability to imitate facial expressions. It was not an easy job: started with 100 subjects but more than 2/3 dropped out bc of falling asleep, crying, choking, hiccuping or having a bowel movement. This was bc they were quite young. The youngest was 41 minutes old and the oldest was 72 hours, so perhaps the occasional bowel movement was to be expected. Testing whether innate (baby copies you poking tongue out) or whether conditioning (baby makes random expressions and repeats those which elicit positive response). Concluded that innate - babies born with ability to distinguish between 'self' and 'other'.

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