Chapter 2: Be A Mirror

Question 1

Assumptions blind

Answer 1

Hypothesis guide

Question 2

Great negotiators aim to use the skills they have to find the surprises they KNOW exist

Answer 2

Have several hypotheses regarding a scenario

Question 3

Smart people think they have nothing to discover

Answer 3

Great negotiators are open to all possibilities

Question 4

Put distance between you and whatever worst case scenario can occur in an instance

Question 5

Using teams to hear someone out

Answer 5

Listening well is hard

Question 6

Overuse of personal pronouns

Answer 6

Indicator of lack of of importance

Question 7

Try not to preoccupy yourself with your own arguments

Answer 7

Actively listen

Question 8

How many things can the concious mind focus on simultaneously

Answer 8

7-8

Question 9

Consume yourself in listening

Answer 9

Focus entirely on listening to the individual you are negotiating with. Mirror body language

Question 10

Make your goal completely listening to your counterpart

Answer 10

Identify your counterparts needs. Get them talking about what they want

Question 11

Start with listening, validate their emotions create enough trust and safety for a real conversation to begin

Answer 11

Absolute necessities

Question 12

Slow.It.Down.

Answer 12

Negotiations work better with time

Question 13

Late night FM dj voice

Answer 13

Solid tool
Deep soft slow and reassuring voice.
The voice of calm and reason

Question 14

Be the voice of calm and reason

Answer 14

Use body language vocal tone and empathy

Question 15

Involuntary Telepathy

Answer 15

We are always signaling that which we are ready to do with our general emotional energy and context

Question 16

Most powerful tool in vocal communication

Answer 16

Voice:

3 types
Fun and Playful (Use Mostly)
Dj FM
Dominant(Use Rarely)

Question 17

Fun and playful voice

Answer 17

Relax and smile

Question 18

Positive mindsets

Answer 18

Increases mental agility

Question 19

Vocal Mirroring

Answer 19

Restating the last 3 words of the last sentence

Question 20

Imitative Mirroring

Answer 20

Causes trust through similarity (You can trust me we are the same) we fear what’s different and love what’s similar

Question 21

Mirroring vs. Positive Reinforcement

Answer 21

A study has shown that waiters who mirror make more money than those who render positive reinforcement

Question 22

For a mirror to be effective you have to let it sit there and do its workv

Answer 22

It needs a bit of silence

Question 23

How to deal with aggressive tactics

Answer 23

FM DJ voice Im sorry (name) (mirror) 4 seconds of silence

Question 24

Relax and smile when using fun voice