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Secrets of Power Negotiating: 15th Anniversary Edition by Roger Dawson

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Chapter 49
Hidden Meanings in Conversation
As if I haven’t given you enough challenges with learning all the negotiating tactics, learning how to analyze the different personalities you’ll be dealing with, and carefully watching language, I now want to add one more dimension to it. That is looking for hidden meanings in conversation.
When the president of the United States makes a speech, he invariably reads it, particularly if it involves foreign affairs. This is because every single word in that speech will be analyzed—will be put under a microscope by the other countries—to determine exactly what he meant to say. And, very often, what is left out of a speech will be just as meaningful as what was put in.
If you knew that someone who’s very ...

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