Chapter 7: Create The Illusion Of Contol Flashcards
Unwritten rule of Reciprocity
People always expect something back when they give you something whether or not they realize it
He who can disagree without being disagreeable
Has learned the greatest secret of negotiation
Engage them in a conversation where you summarize what’s going on then ask
How am I supposed to do that?
Calibrated questions avoid
Can, do are, is or does
Calibrated questions use
What and how. SOMETIMES why
To work of voice
Respectful
What is the biggest challenge you face?
What about this is important to you?
How can I help to make this better for us?
How would you like me to proceed?
What is it that brought us into this situation?
How can we solve this problem?
What’s the objective?
What are we trying to accomplish here?
Solid calibrated questions
Solid calibrated questions
What is the biggest challenge you face? What about this is important to you? How can I help to make this better for us? How would you like me to proceed? What is it that brought us into this situation? How can we solve this problem? What's the objective? What are we trying to accomplish here?
What do you hope to accomplish by leaving?
When you originally approved (x) what did you have in mind?
Without self control or emotional regulation
You can’t influence the emotions of another party
When you are verbally assaulted do not counter attack
Respond with calibrated question
The listener
Controls the conversation
