negotiation

Question 1

loss aversion

Answer 1

which shows how people are statistically more likely to act

to avert a loss than to achieve an equal gain

Question 2

prospect theory

Answer 2

explains why we take unwarranted risks in the face of

uncertain losses.

Question 3

human thinking

Answer 3

Man, he wrote, has two
systems of thought: System 1, our animal mind, is fast,
instinctive, and emotional; System 2 is slow, deliberative,
and logical. And System 1 is far more influential. In fact, it
guides and steers our rational thoughts

Question 4

how they are related

Answer 4

Now think about that: under this model, if you know
how to affect your counterpart’s System 1 thinking, his
inarticulate feelings, by how you frame and deliver your
questions and statements, then you can guide his System 2
rationality and therefore modify his responses. That’s what
happened to Andy at Harvard: by asking, “How am I
supposed to do that?” I influenced his System 1 emotional
mind into accepting that his offer wasn’t good enough; his
System 2 then rationalized the situation so that it made sense
to give me a better offer

Question 5

art of listening

Answer 5

Psychotherapy research shows that when individuals feel
listened to, they tend to listen to themselves more carefully
and to openly evaluate and clarify their own thoughts and
feelings. In addition, they tend to become less defensive and
oppositional and more willing to listen to other points of
view, which gets them to the calm and logical place where
they can be good Getting to Yes problem solvers

Question 6

state of schizophrenia

Answer 6

For those people who view negotiation as a battle of
arguments, it’s the voices in their own head that are
overwhelming them. When they’re not talking, they’re
thinking about their arguments, and when they are talking,
they’re making their arguments. Often those on both sides
of the table are doing the same thing, so you have what I
call a state of schizophrenia:

Question 7

slow and deep

Answer 7

…..

Question 8

mirroring

Answer 8

Mirroring, also called isopraxism, is essentially imitation.
It’s another neurobehavior humans (and other animals)
display in which we copy each other to comfort each other.
It can be done with speech patterns, body language,
vocabulary, tempo, and tone of voice

Question 9

silence and mirror

Answer 9

Silence. At least four seconds, to let the mirror

work its magic on your counterpar

Question 10

smile

Answer 10

put a constant smile on your face as it eases out tension

Question 11

pause

Answer 11

After you label a barrier or mirror a
statement, let it sink in. Don’t worry, the other
party will fill the silence.

Question 12

meta honesty

Answer 12

List the worst things that the other party could
say about you and say them before the other
person can. Performing an accusation audit in
advance prepares you to head off negative
dynamics before they take root. And because
these accusations often sound exaggerated when
said aloud, speaking them will encourage the
other person to claim that quite the opposite is
true.

Question 13

urges of people

Answer 13

Though the intensity may differ from person to person,
you can be sure that everyone you meet is driven by two
primal urges: the need to feel safe and secure, and the need
to feel in control. If you satisfy those drives, you’re in the
door

Question 14

power of no

Answer 14

Nothing could be further from the truth. Saying “No”
gives the speaker the feeling of safety, security, and control.
You use a question that prompts a “No” answer, and your
counterpart feels that by turning you down he has proved
that he’s in the driver’s seat. Good negotiators welcome—
even invite—a solid “No” to start, as a sign that the other
party is engaged and thinking

Question 15

how to get a no

Answer 15

is this a bad time to talk .

Question 16

no examples

Answer 16

mislabel emotion
so you want to leave your job
or say lets talk about what would you say no to about best for me

Question 17

good summary and thats right (sahi bhndai xu haina tw ma )

Answer 17

A good summary is the combination
of rearticulating the meaning of what is said plus
the acknowledgment of the emotions underlyingthat meaning (paraphrasing + labeling =
summary)

Question 18

mismatched shoes

Answer 18

compromise

Question 19

major decision

Answer 19

In other words, while we may use logic to reason
ourselves toward a decision, the actual decision making is
governed by emotion.

Question 20

loss aversion

Answer 20

I got a lousy proposition for you,” I said, and paused
until each asked me to go on. “By the time we get off the
phone, you’re going to think I’m a lousy businessman.
You’re going to think I can’t budget or plan. You’re going
to think Chris Voss is a big talker. His first big project ever
out of the FBI, he screws it up completely. He doesn’t know
how to run an operation. And he might even have lied to
me.”
And then, once I’d anchored their emotions in a
minefield of low expectations, I played on their loss
aversion.
“Still, I wanted to bring this opportunity to you before I
took it to someone else,” I said.
Suddenly, their call wasn’t about being cut from $2,000
to $500 but how not to lose $500 to some other guy.
Every single one of them took the deal. No
counteroffers, no complaints. Now, if I hadn’t anchored
their emotions low, their perception of $500 would have
been totally different. If I’d just called and said, “I can give
you $500 per day. What do you think?” they’d have taken it
as an insult and slammed down the phone