What 4 things should you try to do in negotiation?
- Negotiate through emotion rather than reason
- Listen deeply to understand their worldview
- Summarize their position back to them to demonstrate empathy
- Verbally label what they are thinking/feeling out loud
3 Rules for Communication
- Never debate the undebatable (morals are inarguable in deliberative rhetoric)
- Control the issue (choice over blame or values)
- Control the clock (keep your argument in the future)
What are 7 lessons from Mr. Rogers’ senate hearing testimony?
- Pack the room
- Find common ground/common enemy
- Be relatable and emotional
- Address your audience’s interest
- Respond to questions immediately
- Frame the problem/remedy
- Use calculated vulnerability
What is the difference between traditional and invitational rhetoric?
Traditional rhetoric - assertive, authoritative language.
Invitational rhetoric - ask what people are worried about and then listen. The goal is to create trust.
Describe choice architecture.
Organizing the context in which people make decisions using subtle framing choices. Nudge people toward the best decision without restricting freedom of choice.
Think in terms of what the other person ___.
Wants.
Always provide a way to ____ ____ or allow the other person to ____ their ____ without ____.
save face; change their mind without judgment
Persuasion is not a ____.
Performance.
The most effective persuasion is in ____, ____ upon ____ ____.
stages, building upon small steps.
You are limited by (4 things):
- Facts
- Law
- Time
- Resources
Persuasion is often a competition for who is the most ___ ___ in the room.
Reasonable person.
Haidt: ___ guides reason.
Intuition.
Haidt: we are evolved to make decisions based on the ___.
Hive (community).
