Labeling
Definition of empathy
What is understanding someone else's unique situation?
In the 1970s, the US approached hostage situations in this unique way.
What is brute-force?
Definition of a mirror.
What is repeating the last few words, or critical words, of what somebody said?
This happens when people are in a positive frame of mind.
What is higher collaboration and problem-solving?
Definition of accusation audit.
What is "saying the worst possible things that somebody could be thinking about you."
Definition of a label. Give an example
What is vocalizing somebody's unique situation or emotion?
Jack discovered Chris Voss at this event over the summer.
What is the Global Leadership Summit?
This is what you should after you mirror.
What is 4 seconds of silence?
The 7-38-55% rule.
What are words, tone, and body language?
This happens when people don't feel understood during life.
What is feeling frustrated?
These 4 phrases start labels
What is it seems like, it sounds like, it looks like, it feels like?
Universities believe this system of thinking is the most important in negotiations.
What is the rational system?
These are the two-tone inflections used in mirroring (and in most conversations). Please demonstrate.
What is Upward and Downward Inflection?
This happens when you voice a strong emotion out loud.
What is diffusing a fear?
This is what you should not say after a label
What is "was I right about that?"
This is what you should do if you inaccurately label somebody's emotion.
What is not apologizing and trying again?
FBI negotiators use this tactic to negotiate
What is tactical empathy?
The effect of mirroring.
What is building rapport/insinuating similarity?
Maximum pieces of info our brains can process at once.
What is 8 pieces?
The biological principal that drives mirroing.
What is fearing what is different and being attracted to what is similar?
A person has a sibling that went to Oxford and is sad that they got a 96 on a test. This label voices their unique situation.
What is "it seems like this test symbolizes to you whether you will be as successful as your brother/sister?
The reason that the FBI and universities have different approaches to negotiation.
What is "can't split the difference?"
This is what you should say if you are trying to get a flight to Africa and the flight attendant tells you that the flight is booked solid
What is "booked solid?"
Waiters that used this negotiation tactic got the most tip.
What is mirroring?
This psychological system drives negotiations (either positively or negatively).
What are your emotions? (e.g. $20)