In this episode, Carter sits down with legendary FBI hostage negotiator and the author of Never Split the Difference, Chris Voss to unpack the art of negotiation. From tactical empathy to the power of "no," learn proven strategies you can use in every deal. Don't miss this masterclass—tune in now and level up your negotiation game In this episode, you'll learn: What is Tactical Empathy. How to Mirror and why it is important. Why "no" is an opportunity. The importance of a Black Swan in negotiation. How much money real estate executives leave on the table because of inadequate negotiating skills. Show Notes Black Swan Group Never Split the Difference Book Recommended Books Antifragile The Black Swan  Plus: Whenever you're ready here are 4 ways Launch can help you with your project: Prepare a Special Tax District Bond Analysis for your Project – If you have a projects in AZ, CA, CO, ID, NC, NM, SC, TX, UT, WA contact  Carter Froelich (ADD MY EMAIL LINK) and have Launch prepare an initial bond analysis for your project. Add Favorable Financing Language to Annexation and/or Development Agreements – Create certainty and flexibility related to your project's infrastructure financing by having Launch professionals prepare handcrafted favorable financing language for inclusion in your Annexation and/or Development Agreement. Perform The RED Analysis™ on your Project – We have developed a unique process at Launch called The RED Analysis™ in which we perform a diagnostic review of your project to determine possible ways to Reduce, Eliminate and Defer infrastructure construction costs in order to enhance project returns. Track Your Reimbursable Costs Utilizing The Launch Reimbursement System™ ("LRS") – Never lose track of your district eligible reimbursable costs and have Launch manage your district's costs reimbursement tracking, preparation of electronic reimbursement submittal packages and processing of your reimbursement requests with the district, jurisdiction and/or agency. Complimentary Offers for Land to Lots™ ListenersComplimentary Land to Lots book: https://www.launch-mpc.com/offer Complimentary Bond Sizing Analysis:  https://form.jotform.com/231376408765160 Get all the shownotes here Learn more about Launch Development Finance Advisors Connect with Carter Froelich Connect With Launch Development Finance Advisors Carter Froelich – 480-828-9555 / [email protected] Carter Froelich hosts the Land to Lots™ podcast powered by Launch Development Finance Advisors. Carter shares how he and his team help their clients finance infrastructure, reduce costs, and mitigate risks all with the goal of enhancing project profitability.

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