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Two Negotiators
And what if both parties are skilled at mirroring each other? Will it produce a stalemate?
Mirroring ultimately reveals the most important factors at stake, and the character of each party. At some point, one of us is going to come out of this dynamic and just flat out say, ‘Look, here’s here’s what I’d really like to do.’
Someone is going to step forward and offer something up because you’ve earned each other’s trust.
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Negotiating Across Cultures
Will this tactic work when parties come from different cultures? What about someone who uses silence as a power manoeuvre?
Everybody on earth wants to know that they’re being understood and will open up when they feel they are listened to.
The desire to connect and be understood is t...
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Negotiating Mindset Has To Shift
Negotiations entail trust and teamwork more than pinning an opponent to the ground.
Tactical empathy - “intentionally using concepts from neuroscience to influence emotions” - can be used as a core stratagem in navigating any type of friction.
Mirroring your counterpart, negotiating a...
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The Art Of Mirroring
Tactical empathy requires demonstrating to your counterpart how deeply you’re listening to their words and, in effect, how thoughtfully you’re considering their position. One key tactic, called “mirroring,” entails echoing back one to three words the other person uttered, which Voss says can help...
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Tactical Empathy
Negotiation is typically portrayed as a winner-take-all skirmish. Be it haggling for a higher salary,
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Mirroring Helps
In a heated confrontation, mirroring can help you regain balance when you’ve been challenged or buy you time when you’re really flummoxed by what somebody said. Framing the other person’s words in the form of a question also gets them to try different terms, which helps clarify what’s at stake an...
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