"So start out with an **accusation audit acknowledging all of their fears**. By anchoring their emotions in preparation for a loss, you inflame the other side’s loss aversion so that they’ll jump at the chance to avoid it." --- **Tags** -- [[quotes]], [[listening]], [[empathy]], [[skepticism]], [[crucial-conversations]], [[interpersonal-skills]], [[loss-aversion]], **Source** -- [[202507101253 - B - Never Split the Difference]]