Chapter 3: Don't Feel Their Pain Label It Flashcards
The relationship between an emotionally intelligent negotiator and their counterpart
Is essentially theraputic and resembles psych. Reflecting the synopsis to the counterpart so that they may change their behavior
Good negotiators identify and persuade emotion
For a good negotiator emotions are tools
It looks like…. it seems like….
labels that turn into open ended questions
Practices in Neuroresonance
Turn attention to someone talking near you or someone on tv. As they talk imagine that you are that person. Imagine yourself in that position and describe it as well as you possibly can
Labeling is a tactic used to identify then slowly alter the inner voices of our counterparts consciousness to something more collaborative and trusting
Address underlying emotions
Positive get amplified negatives negated
Go directly at negative dynamics
Top guys like to feel on top
They dont like to feel disrespected
Look I’m an asshole
Makes problems go away
Observe negativity without reaction and without judgement then consciously label each negative feeling and replace it with positive compassionate solution based thoughts
Amygdala
Controls fear
Labeling fears
Bringing them to light rids them
Many people have layers of fears
Call out fears with “im sensing hesitation regarding _____”
Undercover presented emotion then underlying
People need to feel understood
List everything awful your counterpart could use against you
Accusation Audit
