Negotiation 9

Question 1

The Negotiation Nine - 1

Answer 1

Labels

Question 2

The Negotiation Nine - 2

Answer 2

Mirrors

Question 3

The Negotiation Nine - 3

Answer 3

Dynamic Silence After Mirroring

Question 4

The Negotiation Nine - 4

Answer 4

Paraphrase

Question 5

The Negotiation Nine - 5

Answer 5

Summary

Question 6

The Negotiation Nine - 6

Answer 6

Calibrated Questions

Question 7

The Negotiation Nine - 7

Answer 7

“I” Messages

Question 8

The Negotiation Nine - 8

Answer 8

Encouragers

Question 9

The Negotiation Nine - 9

Answer 9

Tonality

Question 10

I Messages follow this simple three-step formula:

Answer 10

When you (insert behavior), I feel (target of the emotion) because (effect of the interaction)

Question 11

When you take two weeks to get back to me over a simple term

Answer 11

I feel like we’re not making any progress because there are so many details to iron out.

Question 12

3 Main Tones

Answer 12

3 Main Tones

Question 13

Tone 1

Answer 13

Assertive Tone

Question 14

Assertive Tone is blunt, direct

Answer 14

and almost always counterproductive.

Question 15

Tone 2

Answer 15

Accommodator Tone

Question 16

You should strive to stay in the Accommodator Tone 80% of the time.

Answer 16

This is friendly, amicable, and receptive.

Question 17

Tone 3

Answer 17

Analyst Tone

Question 18

When you need to deliver bad news, use the Analyst Tone–that low and slow, Late-Night FM DJ voice.

Answer 18

It’s soothing, calm, and will put your counterpart at ease, especially if you’re attacked. Responding with an Analyst Tone will deescalate the situation.