"**By labeling the fears and asking for input, Anna was able to elicit an important fact about ABC’s fears**, namely that ABC was expecting this to be a high-profit contract because it thought Anna’s firm was doing quite well from the deal" --- **Tags** -- [[quotes]], [[labelling]], [[listening]], [[negotiations]], [[interpersonal-skills]], [[trust]], [[empathy]] **Source** -- [[202507101253 - B - Never Split the Difference]]