2.b. Mirroring: Encouraging Elaboration - Deepstash

2.b. Mirroring: Encouraging Elaboration

Encouraging Elaboration: By mirroring, you effectively prompt the other person to continue speaking without directing the conversation. This can lead to them revealing more information than they initially intended, providing valuable insights that can be used to navigate the negotiation.

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Imagine yourself as a skilled negotiator, not in a boardroom, but in high-stakes hostage situations. This is where Chris Voss, the author and a former FBI hostage negotiator, draws his insights. "Never Split the Difference" is more than just a negotiation guide; it's an exploration into the art of using psychology, empathy, and strategic communication to achieve your objectives in any situation.

Similar ideas to 2.b. Mirroring: Encouraging Elaboration

2.c. Mirroring: Building Rapport

Building Rapport: The act of mirroring also plays a significant role in building rapport. It creates a subconscious bond, making the other person feel understood and connected, which can lead to a more collaborative and less adversarial negotiation enviro...

The best way to answer

The best way to answer

The way we answer can encourage trust and information sharing.

It's about choosing the right balance between privacy & transparency - decide 'before' a conversation what information is to be shared & what kept private.

  • What to share 👉

"Tell Me"

  • A neutral, effective and powerful phrase that one can use in any professional setting politely, is ‘Tell Me’.
  • It is a doorway question and other people end up providing valuable information, including their needs, wants and views. This phrase, coupled with good lis...

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