1
Q
Mirroring steps
A
- FM voice
- Being with sorry
- Mirror as a question the 2 or 3 key words
- Silence 4 seconds
2
Q
Why mirroring works
A
- it makes the person to think about what they said and reevaluate it
3
Q
The normal voice to use
A
- Calm, relax, smiling
4
Q
When to use?
A
It can work when someone is like a pit bull. Two pit bulls is a disaster
5
Q
What good and great negotiators do?
A
- Prepare. For surprises
- Uncover those surprises
- test the hypothesis
- Discover important information
- be positive
6
Q
Hypothesis vs assumptions
A
Hypothesis guide and assumptions blind
7
Q
Slow down
A
Slow down. Make
Negotiators are in a hurry and that can give a bad impression
