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In this podcast episode, host Lee Woodward interviews real estate negotiator Chris Hanley. They discuss the importance of patience in negotiation, emphasising that it does not mean waiting passively. Hanley explains that while giving people time to consider an offer, it is crucial to continue communicating with them during this period. They also discuss the importance of framing the negotiation and maintaining a good relationship with the other party. Hanley reflects on his extensive negotiation experience and highlights the concept of emotional labour in holding deals together. They also discuss the dangers of hiding information and doing "thin ice" deals. Hanley advises against lying and emphasises the importance of honesty in negotiations. They discuss the importance of knowing when to stand your ground and let things breathe, maintaining communication and building trust.  

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