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Collaboration VS Manipulation: Which one is Negotiation? | Chris Voss & Ray Mieszaniec
Mirroring is the practice of repeating the last one to three words someone said, with an upward inflection, to get them to keep talking and reveal more. Most negotiators default to labeling; far fewer build their approach around mirrors. In this Black Swan Network episode, Chris Voss sits down with Raymond Mieszaniec, co-founder of EvenUp — an AI platform serving 2,000+ personal injury law firms — and 2026 Black Swan Global Negotiator awardee. Ray explains why mirrors, not labels, are his primary tool, and how "precision listening" scales across an entire company rather than just a sales…
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