In Never Split The Difference, a former international FBI hostage negotiator, shares his time-tested and refined strategies for successful high-stakes negotiations — and discusses how we can use these strategies in all parts of our life, including – as we discuss in today’s podcast – your real estate business. Listen to today’s podcast and learn how Agent Grad School students are applying the negotiation strategies from this book to their businesses including: How negotiation starts with listening, validating emotions, and creating trust; Using mirrors to create empathy and bond with the other party; Using tactical empathy to find potential pathways to agreement; Why hearing “no” is a good thing; How to identify a client’s motivation using “how” and “what” questions; Using “The Black Swan” in your negotiations; And more! For show notes go to AgentGradSchool.com/neversplitthedifference.   For more podcast that will help you grow a successful real estate business, go to AgentGradSchool.com/podcasts.