Analysis
Three Types of Negotiation Leverage Zone of Possible Agreement (ZOPA)
Techniques
- Open-ended question asking
- Ackerman bargaining
- Saying No pattern while avoiding no
- Mirroring
- Confront without Confrontation
- Tactical Empathy
- Labeling negative feelings and fears can help diffuse them
- Nos clarify and begin a
negotiation
- Asking a question that will generate a “No” can often compel the counterparty to provide a response and clarify their position. E.g. “Do you want the company to be embarrassed?”
- Calibrated Questions
- In order for calibrated questions to be successful you must have
self-control and emotional regulation.
- Pause and consider options rather than reacting emotionally
- Do not counterattack when verbally attacked, reply with a calibrated question
- In order for calibrated questions to be successful you must have
self-control and emotional regulation.
- That’s Right is a key to negotiations
- Guaranteeing Execution
- Voice Patterns
- Late-Night FM DJ Voice: deep, soft, slow and reassuring. Calming and exudes control. Downwards inflection
- Positive/playful: should be the default. The voice of an easygoing, good-natured person. The key here is to relax and smile.
- Direct/Assertive
- Slow. It. Down. Slowness avoids the other person not feeling heard, and undermining trust
- Put a smile on your face → positivity creates mental agility in you and your counterpart.
- Active Listening
- When asked to set the first anchor, wriggle from it by discussing what another entity might charge.
- Strategic Umbrage - “I don’t see how that could ever work.”
- Why questions - Why would you ever leave your existing contract? Why would you ever go with my company? → Why would you do that? Where that is your goal.
- I statements allow you to hit the pause button and make the counterpart take a step back. “I feel ___ when you ___ because ____”