Category: Negotation Mastery

Negotation Mastery

Tactical empathy is understanding the feelings and mindset of another in the moment and also hearing what is behind those feelings so you increase your influence in all the moments that follow.

Chris Labs

It is being able to think from another person’s point of view while they are talking and quickly assess what is driving them. Make a commitment to understanding their world. *Notice I didn’t say anything about agreeing with the other person’s values and beliefs or giving out hugs. That’s sympathy. -Never split the difference, p.52 Continue reading Tactical empathy is understanding the feelings and mindset of another in the moment and also hearing what is behind those feelings so you increase your influence in all the moments that follow.

Negotation Mastery

You can learn almost everything you need – and a lot more than other people would like you to know – simply by watching and listening, keeping your eyes peeled, and your ears open, and your mouth shut.

Chris Labs

-Never split the difference, p.50 Continue reading You can learn almost everything you need – and a lot more than other people would like you to know – simply by watching and listening, keeping your eyes peeled, and your ears open, and your mouth shut.

Negotation Mastery

Repeat the last three words (or the critical one to three words) of what someone has just said.

Chris Labs

This is called a mirror. By repeating back what people say, you trigger this mirroring instinct and your counterpart will inevitably elaborate on what was just said and sustain the process of connecting. For a mirror to be effective, you’ve got to let it sit there and do its work. It needs a bit of silence. -Never split the difference, p.36 Continue reading Repeat the last three words (or the critical one to three words) of what someone has just said.

Negotation Mastery

Your tone of voice is crucial. Bascially there are two tones you can have:

Chris Labs

The late-night FM DJ voice. When you inflect your voice in a downward way, you put it out there that you’ve got it covered. Talking slowly and clearly you convey one idea: I’m in control. There is no question. It doesn’t offer an alternative, because it would beg further discussion. You can be very direct and to the point as long as you can create safety by a tone of voice that says I’m okay, you’re okay, let’s figure it out. Positive/playful voice It’s the voice of an easygoing, good-natured person. Your attitude is light and encouraging. The key here … Continue reading Your tone of voice is crucial. Bascially there are two tones you can have:

Negotation Mastery

In the early goings, make your sole and all-encompassing focus the other person and what they have to say.

Chris Labs

Instead of doing any thinking at all about what you’re going to say. In that mode of true active listening – you’ll make your counterpart feel safe. The voice inside their head will begin to quiet down. The goal is to identify what your counterparts actually need and get them feeling safe enough to talk and talk and talk some more about what they want. -Never split the difference, p.28 Continue reading In the early goings, make your sole and all-encompassing focus the other person and what they have to say.

Negotation Mastery

Assumption blind, hypothesis guide

Chris Labs

Good negotiators, going in, know they have to be ready for possible surprises; great negotiators aim to use their skills to reveal the surprises they are certain exist. It’s best to hold multiple hypotheses, and to use the information that is coming in from listening to discard and modify those hypotheses. Engage the process with a mindset of discovery. -Never split the difference, p.24 Continue reading Assumption blind, hypothesis guide