Wuestions Flashcards
What does Why do?
Makes people defensive
Only use Why in a question like
Why would you ever want to do that- this flips opponent to your side
Never look at your opponent as an
Enemy - focus on the issue? Not the person
Three negotiator styles to identify of your opponent
Three A’s: Accommodater, Assertive, analyst
What do you lead a negotiation with?
Extreme anchor
Mehrabians rule of personal communication
7 38 55. 7-spoken word, 38- voice/tone, 55- body language
Calibrated question
Queries that the other side can respond to but have no fixed answers - an open ended question
Speaking in a downward way means
I am in control
Speaking in an upward way
Invites aresponse
Mirroring or isopraxism
We fear what’s different and drawn to what’s familiar. Non verbal and verbal
A verbal mirror is when you
Repeat back the last 2 or 3 words the other said back to them
Labels start with one of 3 sets of words:
It seems like, it sounds like, it looks like
“NO”
Starts the negotiation. Get the other side to say early in the convo so u can uncover roadblocks earlier. Ask, what would u need in order for this to get done
Better than yes is ..
That’s Right! Use summaries, paraphrasing, proper labels and empathy to get it
The f word: the most powerful word in negotiations
Fair
You gain leverage if you show them
What they have to lose
Anchoring numbers low gives them a
Low expectation.. then make the offer that’s lower than u know they want normally
A couple words with which to start a calibrated question
How and what… can calibarafe almost any questions
Three types of people in negotiating
Accodomators/cooperatives , analysts, assertive
