The Two Levels of Emotion
The Two Levels of Emotion
From Never Split the Difference by Chris Voss — Chapter 3
The Framework
Presenting behavior: What you observe (anger, hesitation, silence, aggression) Underlying emotion: What drives the behavior (fear, loneliness, pride, loss of control) Always label the underlyi...How It Works
The Two Levels of Emotion provides a structured approach to understanding Accusation Audit, Associative Coherence, BATNA as presented in Chapter 3 of Never Split the Difference.Related Concepts
Concepts explored in the same chapter:
- Accusation Audit
- Associative Coherence
- BATNA
- Brand Building
- Commitment and Consistency
- Face-Saving
- Isopraxism
- Labeling
📚 From Never Split the Difference by Chris Voss