Passage Of Time: The Most Important Tool For Negotiators

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.

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...

• No” allows the real issues to be brought forth

• “No” protects people from making—and lets them correct— ineffective decisions

• “No” slows things down so that people can freely embrace their decisions and the agreements they enter into

• “No” helps people feel safe, secure, e...

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...