Instead of ignoring emotions, good negotiators identify or influence them.

Labeling is a technique used to acknowledge a counterpart’s emotion, leaving them feeling validated:

• Detect the other person’s emotional state

• After spotting an emoti...

It happens when people respond differently to the same choice depending on how it is framed.

People place greater value on moving from 90 percent to 100 percent—high probability to certainty—than from 45 percent to 55 percent, even though they’re both ten percentage points.

we risk undermining the rapport and trust we’ve built.

The passage of time is one of the most important tools for a negotiator. When you slow the process down, you also calm it down. After all, if someone is talking, they’re not shooting.

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...

Tactical empathy means balancing the subtle behaviors of emotional intelligence and the assertive skills of influence, to gain access to the mind of another person.

Psychotherapy research shows that when individuals feel listened to, they tend to listen to themselves more c...

• The majority of the interactions we have at work and at home represent negotiations.

• Negotiation serves two distinct functions: information gathering and behavior influencing—and includes almost any interaction where each party wants something—and includes almost any in...