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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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MORE IDEAS ON THIS
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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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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CURATED FROM
IDEAS CURATED BY
A lot of problems would disappear if we talked to each other more than talking about each other.
Related collections
Other curated ideas on this topic:
The Mirroring Technique
A “mirror” is when you repeat the last three words (or the critical one to three words) of what someone has just said.
Mirroring is the art of insinuating similarity, which facilitates bonding. By repeating back what people say, you trigger this mirroring ...
Using emotional intelligence in negotiations
- Repeat the last 1-3 words your counterpart just said back to them - makes your counterpart feel safe enough.
- Practice tactical empathy. Demonstrate to your counterpart that you see the nuances of their emotions.
- Get to a “no.” Being pushed for “yes” makes...
The KeyWords
- Tactical Empathy: Involves understanding the emotions of the counterpart and using that understanding to your advantage.
- Mirroring: This technique involves repeating the last three words (or the criti...
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