Understand first - people wanna be understood and accepted - you demonstrate empathy and a sincere desire to understand what the other side is experiencing
Negotiation is not a battle. It is a discovery - smiling - mirroring - run smoothly and makes the opponent reveal more information
Tactical empathy - label the emotion + It helps you to confirm that you have identified the right emotion +It signals to your opponent that you truly understand him which creates a stronger bond and makes your opponent like you - summarise what your opponent just told you and give it back to him - “it seems like …” “ It sounds like…”
- <b><u>label all the negative things</u></b> that your opponent might say against you during the meeting
+ **your opponent will be more focused on the solution** rather than complaining
Start No - you feel safe because you did not commit to anything
That is right - It puts the other side’s empathy on steroids.