Study Flashcards
Labelling
Used in stress situations. Use phrases like “It looks like..you are afraid of”. Don’t use “I”. Be quiet after a label
Mirroring
Get person to expand based on repeating last few words
No
Get person to say no quickly. Like “Is it crazy to think that…you would pay this price”
You can get the No by mislabelling
Seems
Use seems like as a type of labelling to neutralize potential negatives
Calibrated Questions
Ask questions like “How am I supposed to do that….” “Do you want me to fail..”
It gives the counterpart illusion of control
Use words like “What” and “How”
Loss Aversion
People are more afraid of loosing something than gaining something. List for not doing business are more powerful than lists to do business
Listen
People need to feel that they are being listened to
DJ Voice
Use this to show you are at the end or for calming. Use downward inflection.
Silence
Silence after a mirror is very powerful
Prepare
Make sure you prepare for meetings. Have No questions and Labels ready
2 Emotion Levels
Presenting and underlying.
Accusation Audit
Prepare a list of all the “Seems like….”things the other party could say. What are the worst thing the other party could say about you.
Powerless
People hate being told they don’t have power. Use phrases like “are you powerless to help me”
2 Basic Human Needs
Fell safe and feel in control. Saying No allows them to feel in control and to feel safe
No Email
Very powerful email is to ask whether they have given up on the project
Thats Right
You’re right is trouble. Thats right is good. Get there by paraphrasing
Bend Reality
You can do this by telling them how bad the offer is going to be
Fair
Play fair game if needed.
Odd Pricing
Create odd pricing which makes the party think its been well thought through.
How Am I Supposed to do That
In a difficult situation you can move the obligation to the other party. Ask them “How am I supposed to that?” Don’t ask questions that can be answered with Yes or No
Deal Execution
Ask the other party “How the deal can be done practically”. Yes is nothing without How
