Ideas from books, articles & podcasts.
Emotions can derail communication. When people get upset at one another, they stop thinking rationally.
Emotions are not an obstacle to successful negotiations. They are a means. Good negotiators know how to identify emotions and influence them.
The quickest way to establish rapport is to repeat the last one to three words your counterpart just said.
This will make them feel safe enough to reveal themselves. It will also slow the conversation down and give you more time to think.
Before you decide to get your point across, hear the other side out first.
Demonstrate that you are trying to understand their feelings using phrases like "It sounds like you're afraid of..." or "It looks like you're concerned about..."
Don't try to force your opinion on your opponent.
In negotiations, the more the other person likes you, the more they are willing to be flexible. A win-win situation produces the best results.
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When Lori Greiner gives a pitch to customers, she can almost guarantee that the product will sell out in a few minutes. Before you make your next pitch, look at her tips on what makes a pitch work.
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Seth Godin explores how to find your market.
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