The Full Fee Agent by Chris Voss

Author:Chris Voss
Language: eng
Format: epub
Publisher: Christopher Voss
Published: 2022-10-17T00:00:00+00:00

Brace Them for Bad News

In this business, there’s no escaping bad news. No matter how well you do your job, problems happen. Sometimes they’re outside your control, and sometimes they’re not. Sometimes you anticipated them and warned your client, and sometimes you didn’t. Regardless, you have to deliver the message.

The good news is that people want you to tell them the truth…gently. Don’t just blurt it out, but don’t dance around it either. Instead, ease them into it with two powerful techniques: bracing and the Accusations Audit.

Bracing is deceptively simple: “I have some bad news.”

Those five words give you the ability to have any tough conversation. They instantly make it easier for both you and your client to broach any uncomfortable subject.

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