True or False
No is the end of the negotiation
False
The voice that has the fun name.
What is the Late Night FM DJ Voice?
Listing out all the possible negative perceptions about you upfront to diminish the emotional power of your counterpart.
What is accusation auditing?
Where your counterpart plans on saying no but feels yes is an easier escape route.
What is a counterfeit yes?
You shouldn't deduce their intentions from your fears.
True
The voice you should use rarely because it creates problems?
What is assertive voice?
Repeating your counterpart's stance back to them to insinuate similarity, encourage empathy, reveal their strategy, and keep them talking.
What is mirroring?
The yes you want.
What is the commitment yes?
Talking fast will convince your counterpart you are competent and they will respect to you more.
False.
The voice that uses a downward inflection to create the image of confidence?
What is the Late Night FM DJ Voice?
Understanding the feelings and mindset of your counterpart in the moment and using active listening to increase your influence in the following moments.
What is tactical empathy?
When your counterpart plans on saying no but says yes to disingenuously keep the conversation going to obtain more information.
What is a counterfeit yes?
Your counterpart's negotiation strategy is to blame for your problem.
False
Your default voice.
What is the positive everyday voice?
How many seconds of silence to let the mirror work on your counterpart.
What is four seconds?
The real deal yes, the true agreement that leads to action.
What is the commitment yes?
Principled negotiation puts relationships and substance in harmony.
True
Should always accompany your default voice.
What is a smile?
Reconciling an agreement with principle with the self image of the negotiators in mind.
What is face saving?
An innocent, reflexive response to a black/white question. A simple affirmation with no promise of action.
What is a confirmation yes?