chapter03 Flashcards
What is Tactical Empathy?
Tactical Empathy involves understanding the other person’s perspective and using labels to demonstrate that understanding.
Why is labeling emotions so powerful in negotiation?
Labels help to defuse negativity by acknowledging and validating the other person’s feelings. They create a sense of safety and understanding which can lead to a more productive negotiation.
How does labeling fears specifically help negotiations?
Labeling fears directly addresses the root of resistance and hesitation. By acknowledging and validating those fears you help to reduce their power and create a more trusting environment.
What is an Accusation Audit
and how is it useful?An Accusation Audit involves listing all potential negative accusations or criticisms the other side might have. By voicing those potential concerns you demonstrate understanding and create an opportunity for the other side to correct or clarify reducing their negative impact.
What is the benefit of proactively addressing potential negatives?
By preemptively addressing potential negative perceptions or accusations you remove their power and demonstrate transparency and understanding building trust with the other party.
What should you do if the other party in a negotiation gets angry?
Don’t react defensively. Instead use labels to acknowledge their anger and try to understand what is causing it. This approach helps to de-escalate the situation and allows you to address the underlying concerns.
How can you use labels to turn negative dynamics into positive momentum?
By labeling negative emotions you bring those concerns into the open and create an opportunity to address them directly. Once acknowledged these issues lose their power and the focus can shift to finding solutions.
Why is aiming for “That’s Right” more effective than just getting a “Yes” in negotiation?
A “Yes” can be superficial while “That’s Right” implies the other party truly understands and accepts your position. It signifies a deeper level of buy-in and agreement.
How can summaries help you achieve “That’s Right”?
Summaries combine paraphrasing and labeling to demonstrate a comprehensive understanding of the other party’s perspective both factually and emotionally increasing the likelihood of them agreeing with your assessment.
What is the recommended approach to handling a negotiation where the other party seems irrational?
The sources suggest avoiding getting caught up in the other party’s emotional reactions. Instead focus on identifying and labeling their emotions to understand the root of their behavior. This helps you maintain control and steer the negotiation toward a resolution.
Why is it essential to prepare labels in advance of a negotiation?
Having prepared labels ready allows you to quickly respond to the other party’s emotions and concerns facilitating a smoother and more controlled negotiation.
How can you effectively label emotions if you are uncertain about what the other party is feeling?
When you’re unsure about the other party’s emotions, you can phrase labels as questions, such as ‘It seems like you’re frustrated?’ This allows for clarification and encourages them to express themselves more openly.
What are some universal labels that can be adapted to various negotiation situations?
The sources provide examples of fill-in-the-blank labels like: “It seems like _______ is valuable to you It seems like you don’t like _________ and It seems like you value _________.” These templates can be customized to address specific concerns in any negotiation.
How can you leverage the natural human instinct of mirroring in your labels?
You can use mirroring by incorporating the last few words the other person spoke into your labels strengthening the connection and increasing the likelihood of achieving “That’s Right.”
What is the connection between “That’s Right” and creating a “subtle epiphany” in negotiation?
By effectively using labels and summaries you can guide the other party towards a realization that aligns with your desired outcome. This “subtle epiphany” occurs when they genuinely understand and agree with your perspective leading to a “That’s Right.”
Why should negotiators strive to uncover the emotional drivers behind the other party’s values?
Understanding the underlying emotional motivations behind the other party’s values helps you tailor your approach and arguments to resonate with their needs and concerns. It moves the negotiation beyond a purely logical exchange and into the realm of emotions where decisions are ultimately made.
What is the significance of the phrase “Clear the road before advertising the destination” in the context of labeling?
The phrase emphasizes the importance of addressing and defusing negative emotions and potential obstacles (clearing the road) before focusing on your proposed solution (advertising the destination). By first creating a sense of safety and understanding through labels you make the other party more receptive to your ideas.
How can you apply the principles of Chapter Three to get a seat (and an upgrade) on a sold-out flight?
The sources suggest remaining calm and polite. Use labels to acknowledge the gate agent’s stress and empathize with their position. Employ calibrated questions to understand their challenges and explore potential solutions. This approach increases your chances of a positive outcome.
Why is it important to remember that labels and Tactical Empathy are not about manipulation?
Tactical Empathy is about understanding the other person’s perspective genuinely. While it can be a powerful tool in negotiation, the aim is to build trust and find mutually beneficial solutions, not to manipulate or deceive.
