Tag: Negotiation

Negotation Mastery

If you’re talking to someone who is just not listening.

Chris Labs

To get to them, a great way is to mislabel one of the other party’s emotions or desires. You say something that you know is totally wrong, like “So it seems that you really are eager to leave your job” when they clearly want to stay. That forces them to listen and makes them comfortable correcting you by saying, “No, that’s not it. This is it.” –Never split the difference, p.91 Continue reading If you’re talking to someone who is just not listening.

Negotation Mastery

If we believe that we can control or manage others’ decisions with compromise and logic, we’re leaving millions on the table.

Chris Labs

But while we can’t control others’ decisions, we can influence them by inhabiting their world and seeing and hearing exactly what they want. –Never split the difference, p.84 Continue reading If we believe that we can control or manage others’ decisions with compromise and logic, we’re leaving millions on the table.

Negotation Mastery

When someone tells you “No”, you need to rethink the word in one of its alternative – and much more real – meanings:

Chris Labs

I am not yet ready to agree; You are making me feel uncomfortable; I do not understand; I don’t think I can afford it; I want something else; I need more information; or I want to talk it over with someone else. Then, after pausing, ask solution-based questions or simply label their effect: “What about this doesn’t work for you?” “What would you need to make it work?” “It seems like there’s something here that bothers you.” –Never split the difference, p.79 Continue reading When someone tells you “No”, you need to rethink the word in one of its alternative – and much more real – meanings:

Negotation Mastery

Following on the heels of an argument is a great position for a negotiator, because your counterpart is desperate for an empathetic connection.

Chris Labs

Smile and you’re already an improvement. “Hi, Wendy, I’m Ryan. It seemslike they were pretty upset.” This labels the negative and establishes a rapport based on empathy. –Never split the difference, p.70 Continue reading Following on the heels of an argument is a great position for a negotiator, because your counterpart is desperate for an empathetic connection.