Mirroring
What is your voice?
- "You can use your voice to intentionally reach into someone's brain and flip an emotional switch. Distrusting to trusting. Nervous to calm. In an instant, the switch will flip just like that with the right delivery."
Good negotiators, going in, know they have to be ready for possible surprises, great negotiators aim to use their skills to do this.
What is "reveal the surprises they are certain exist"
- "Experience will have taught them that they are best served by holding multiple hypotheses - about the situation, about the counterpart's wants, about a whole array of variables - their mind at the same time."
Who is Andrew George?
Being right isn't the key to a successful negotiation - this is.
You should engage the process with this mindset.
What is a mindset of discovery?
- "Present and alert in the moment, they use all the new information that comes their way to test and winnow true hypotheses from false ones."
This Atlanta Braves outfielder won the 2023 National League MVP award after becoming the first player ever to hit 40 home runs and steal 70 bases.
Who is Ronald Acuna?
Ask someone, "What do you mean by that?" and you're likely to incite irritation or defensiveness. A mirror, however, will get you this.
What is the clarity you want while signaling respect and concern for what the other person is saying?
Psychologist George A. Miller persuasively put forth the idea that we can process only this many pieces of information in our conscious mind at any given moment.
What is seven?
- "In other words, we are easily overwhelmed. For those people people who view negotiation as a battle of arguments, it's the voices in their own heads 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."
This American swimmer will look to add to her record gold medal count at the 2024 Paris Olympics. She already 7 Olympic Golds and 21 World Championship Golds.
Who is Katie Ledecky?
Mirroring, also called this, is essentially imitation.
What is isopraxism?
- "It's another neurobehavior humans (and other animals) display in which we copy each other to comfort each other."
Instead of doing any thinking at all in the early goings about what you're going to say- make this your sole and all-encompassing focus.
What is the other person and what they have to say.
- "You'll disarm your counterpart. You'll make them feel safe. The voice in their head will begin to quiet down
This Dutch Formula 1 driver won a record 19 of the 22 Grand Prix in 2023.
Who is Max Verstappen?
These are the five steps for confronting without confrontation.
What are
1. Use the late-night FM DJ voice
2. Start with "I'm sorry..."
3. Mirror
4. Silence. At least four seconds, to let the mirror work its magic on your counterpart.
5. Repeat?
Going too "this" is one of the mistakes all negotiators are prone to making.
What is fast?
- "If we're too much in a hurry, people can feel as if they're not being heard and we risk undermining the rapport and trust we've built."
This athlete recently announced he was splitting from Nike after 27 years.
Who is Tiger Woods?