What the Best Negotiators Do Exceptionally

0:28This episode is brought to you by Google Chrome. of America for a reason. With SUVs made to move with your rhythm. The versatile Equinox tackles your entire day. The spacious Traverse fits your crew and your whole weekend. And tracks bring style with value you can count on. All infused with tech that has your back. So your drive always hits the right chord. Chevrolet. Together let's drive. The best negotiators present themselves as collaborators and try to meet the other person in the middle. To do that, you need to show that you really understand the other person's logic, emotions, and perspective.

1:08These three strategies can help. Use short, simple, and vocal prompts. Oh really? Uh-huh. Interesting. Go on. The aim is to nudge the other person to continue and make them feel understood. Ask open questions. Good open questions start with what and how. So what do you think has to happen for us to get aligned on this? Questions that start with why tend to sound more accusatory or judgmental. Why do you think your way is a good way to solve the problem? Reflect back or mirror the last few words you hear. By carefully choosing which words you mirror, you can steer the conversation in the direction that you'd like or encourage the other person to elaborate.

1:49Unfortunately, there's no room in the budget to add resources to this project. No room in the budget? Yeah, well let me explain. Leave room for silence. Pause gives your counterparts space to collect their thoughts or vent in ways that can be informative to you.