chapter02 Flashcards
What is the goal of Active Listening?
Slow down the negotiation
make the other party feel safe and
Encourage them to reveal their true feelings and motivations.
What is Mirroring?
Mirroring is a technique where you repeat the last one to three important words of what the other person just said.
What is the effect of mirroring on the other party?
Mirroring triggers a natural instinct in people to elaborate and continue connecting. It makes them feel heard and understood.
How should Mirroring be delivered?
Mirrors should be delivered with a genuine and inquisitive tone with a sincere attempt to understand them better.
Avoid a challenging or accusatory tone.
When is Mirroring particularly effective?
When the other person’s tone or body language contradicts their words.
It can help clarify their true feelings in these situations.
What is the “Late-Night FM DJ Voice”?
It’s a deep smooth and calming tone of voice often delivered with a downward inflection.
What effect does the Late-Night FM DJ Voice have in negotiation?
Soothe and relax the other party
making them more receptive to your message and more likely to open up.
How can silence be used strategically in negotiation?
creates a space for the other person to think and potentially reveal more information than they intended.
Resist the urge to fill silences.
What is a common mistake negotiators make regarding silence?
Interrupting the other person during a silence.
This prevents them from expressing themselves fully and can cut off valuable insights.
Why is focusing exclusively on the other person important in negotiation?
You quiet your own internal chatter and help them do the same.
This creates a sense of safety and disarms them facilitating genuine connection.
What is the significance of “That’s Right” in negotiation?
While “Yes” signifies agreement “That’s Right” goes deeper indicating true understanding and buy-in from the other party. It represents a more meaningful breakthrough.
How can you distinguish between wants and needs in negotiation?
Wants are the things people aspire to and often express upfront for control while “needs” are the non-negotiable elements they require for the deal.
What are the two vital functions negotiation serves in all aspects of life?
Negotiation serves to gather information and influence behavior.
How does the book use the analogy of a hostage negotiator to illustrate effective negotiation?
The sources explain that a successful hostage negotiator gets everything they demand without significant concessions while maintaining a positive relationship. This illustrates the goal of getting what you want amicably in any negotiation.
What is the first step to mastering negotiation in daily life?
The first step is to overcome your aversion to the process. The sources emphasize that negotiation is inherent to human interaction and embracing it empowers you to achieve your goals.
What is the importance of uncovering the other side’s “religion” in negotiation?
Understanding their “religion” means grasping their deeply held beliefs and values. This knowledge provides leverage and helps tailor your approach to resonate with them.
What does the Similarity Principle suggest about building trust in negotiation?
Research shows that people trust those they perceive as similar or familiar. Finding common ground can enhance rapport and facilitate agreement.
Why is it essential to avoid treating others the way you want to be treated in negotiation?
The key is to treat others the way they need to be treated. Everyone has different communication styles and preferences so adapting to those is crucial for success.
