Learn more about communication with this collection
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Use emotions to influence
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.
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Trigger a "that's right" response
Summarise and reaffirm how your counterpart feels and what they want.
It should be done based on the feelings and passions driving them that they are blind to.
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Mirroring
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.
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Guide them to say no
Every yes is a concession or can feel like it.
However, allowing the person opportunities to say no gives some form of control and put them at ease.
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Work together
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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Empathise strategically
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..."
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A lot of problems would disappear if we talked to each other more than talking about each other.
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How emotions are made
We assume outside events cause our anger or anxiety. But emotions are made by your brain as you need them.
This means the more you know and understand emotions, the more you can influence how your brain will construct them.
Improve your communication
Good communication is essential for success. Successful people are excellent communicators, and they know how to convey their ideas clearly and effectively. Improving your communication skills can lead to greater success.
Validate your own emotions
Defensiveness sabotages your ability to be a good listener. People become defensive when they feel threatened in a relationship.
The best way to avoid defensiveness and continue to listen well, even when you're upset, is to practice validating your own emotions. Say to yourself tha...
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