- Calibrated “how” questions keep the negotiation going
- They force empathy on the other party
- The other party gets an illusion of power and has to think about solutions
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Negotiation is the art of letting someone else have your way
- Language is important and can subconsciously influence us: “Not lose” vs “keep"
- 7-38-55 rule: 7% of a message is based on words, 38% on the tone of the voice and 55% on body language
- Liars use more words, use more third-party pronouns (to put distance between the lie and themselves) and talk in more complex ways
- The less someone talks about themselves, the more important they are
- Using someone’s name humanizes them (e.g. a hostage, or yourself when someone is angry at you)