Key Negotiation Techniques
This term refers to repeating the last few words the other person said to build rapport
Mirroring
When the other party feels listened to and understood, this chemical is released in the brain, promoting trust
Oxycotin
The term for finding a middle ground, which Chris Voss warns against.
What is splitting the difference?
Chris Voss suggests that empathy is essential because it makes the other person feel ____?
safe
This "dynamic silence" technique encourages the other person to talk more by leaving pauses in the conversation
tactical silence
A technique where you summarize what the other person is feeling and thinking
labeling
This technique involves expressing your disagreement without causing confrontation by gently rephrasing the situation
"No” that is really “Yes”