Blog: The Negotiation Edge

How To Unlock The Floodgates of Truth Talk

With questions? Surprisingly…no!

Not with questions. At least, not with open-ended or questions that are meant to be answered with a “yes.”

Your best tools are statements based on observations. Labels and cold reads. They extend thought processes, helping people open up the flow of what they are thinking and causing them to say it out loud.

Is it crazy to think this would work for you and your unique situation?

Hang a Label On It

A “like” is an expression of value appreciation or desire that the Black Swan Group refers to as a positive. A “dislike” is a lack of appreciation, aversion or reluctance, to or for something. It is what we refer to as a negative. The positive or negative emotion that the counterpart attaches to a term or a dynamic is a clue as to the valuation they have put on it. The recognition, articulation, and exchange of values are what negotiation is all about.

How to Use FBI Empathy

Do try this at home.

FBI Empathy = Revenue

Is revenue boring?

FBI empathy is the same as what we refer to as “tactical empathy” in our book “Never Split The Difference: Negotiating As If Your Life Depended On It.

What is it? It’s knowingly and intentionally influencing your counterpart’s emotions to make deals. It’s how you give your family a better life.

3 Negotiation Mistakes That Are Hurting Your Deals

People always want to increase their odds of success. It's simply human nature to want to do everything you can to avoid failure. Here are 3 common communication mistakes that are hurting your deals. 

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