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Confront without Confrontation

Tags: negotiation

With an aggressive negotiation opponent it’s often advantageous to not confront them directly. A useful pattern in this situation is1:

  1. Use the late-night FM DJ voice
  2. Start with “I’m sorry”
  3. Mirror
  4. Silence (at least four seconds for mirror to place)
  5. Repeat

Bibliography

1. Voss, C. & Raz, T. Never Split the Difference: Negotiating As If Your Life Depended On It. (Harper Business, 2016).