What is the main idea that negotiation is present in everyday situations?
Negotiation is everywhere, including salary talks, relationships, and purchases. Understanding this gives you power.
According to Voss, how do humans make decisions?
Humans aren’t rational; we make decisions emotionally first and then rationalize.
What is Tactical Empathy?
Understanding and acknowledging what the other person feels, showing you see their world. This builds trust and opens dialogue.
Define Mirroring in negotiation.
Mirroring is repeating the last few words or key phrases another person says to encourage them to elaborate.
What is the purpose of Labeling in negotiation?
Labeling helps to name emotions or fears, which defuses tension.
True or False: Saying ‘no’ is considered a failure in negotiation.
False. Saying ‘no’ often starts the real negotiation and makes people feel safe.
What are Calibrated Questions?
Questions that give the other side the illusion of control while nudging them toward revealing important information.
Fill in the blank: Anchoring involves using ______ to set the zone for discussion.
[anchors]
How does the idea of ‘fairness’ affect negotiations?
‘Fair’ carries heavy emotional weight and can shift negotiation dynamics.
What are Black Swans in negotiation?
Hidden variables unknown at first that can change the game when uncovered.
What is a key actionable item for preparing for negotiations?
Prepare a negotiation one-sheet outlining desired outcomes and likely objections.
How can you use Mirroring in conversations?
Repeat the last 1-3 words someone says with an upward tone and then pause.
What should you do when someone expresses their emotions during a negotiation?
Label their emotions to validate them and build trust.
What is an example of a calibrated question?
‘How am I supposed to do that?’ or ‘What’s the biggest challenge here?’
What should you do if someone says ‘no’ during a negotiation?
Re-frame questions so ‘no’ is a safe option to reduce pressure.
Why is it important to use the concept of ‘Fair’ carefully?
It leverages the emotional power of fairness and reveals hidden concerns.
When should you search for Black Swans during negotiation?
During negotiation or listening, pay attention to small details and hidden motives.
List some situations where negotiation techniques can be applied.
- Salary or promotion discussions
- Client negotiations / pricing
- Conflicts at work or home
- Sales / deals with pushback
- When someone seems stuck or defensive.
What does Voss suggest about not settling in negotiations?
Never split the difference; creative solutions often come from risk and conflict.
What is the significance of the quote ‘Great negotiators seek ‘No’ because they know that’s often when the real negotiation begins’?
It highlights that saying ‘no’ can lead to deeper discussions and uncover real issues.
