Chapter 8: Guaranteed Execution

Question 1

Negotiators are decision architects

Answer 1

Dynamically and adaptically create elements of negotiations to get consent and execution

Question 2

Yes is nothing without

Answer 2

How

Question 3

How questions

Answer 3

Gentle ways to say no

Question 4

How will we know if things are on tracks?

Answer 4

What will we do if things get off track

Question 5

Make sure you’re taking all decision makers into consideration

Answer 5

It only takes one bit player to ruin a deal

Question 6

Rephrase your calibrated questions to hit your triple affirmative

Answer 6

Hit your triple affirmative

Question 7

Pinocchio Effect

Answer 7

Longer speaking can illustrate lying

Question 8

Liars use

Answer 8

More 3rd person pronouns

Question 9

Use your counterparts name in negotiation

Answer 9

But also use yours and have them use yours

Question 10

No series 4x

Answer 10

1. How am I supposed to do that?
2. Your offer is very generous but I’m sorry that just doesn’t work for me?
3. The I’m sorry
4. I’m sorry

Question 11

How to become a rainmaker

Answer 11

Good negotiation book

Question 12

Negotiating is about

Answer 12

Playing field beneath the word manipulating subsurface issues to craft a great deal. Yes is nothing without how

Question 13

Asking how, knowing how, defining how

Answer 13

Parts of the effective negotiating

Question 14

Asking how questions

Answer 14

Ask them repeatedly

Question 15

Always identify

Answer 15

Players behind the table

Question 16

Pay attention to

Answer 16

Tone and body language

Question 17

Test Yes

Answer 17

With rules of 3