Drill doctor masonry bits12/20/2023 ![]() ![]() It’s the voice of an easygoing, good-natured person. The positive/playful voice: This should be your default voice.When done properly, you create an aura of authority and trustworthiness without triggering defensiveness. Inflect your voice downward, keeping it calm and slow. The late-night FM DJ voice: Use selectively to make a point.There are three voice tones available to negotiators: If you’re too much in a hurry, people can feel as if they’re not being heard and you risk undermining the rapport and trust we’ve built. Going too fast is one of the mistakes all negotiators make. Negotiation begins with listening, making it about the other people, validating their emotions, and creating enough trust and safety for a real conversation to begin. Your goal is to identify what your counterpart actually needs and get them feeling safe enough to talk about what they want. To quiet the voices in your head, make your sole and all-encompassing focus the other person and what they have to say. Your goal is to uncover as much information as possible. Negotiation is not an act of battle it’s a process of discovery. People who view negotiation as a battle of arguments become overwhelmed by the voices in their head. Thus, they remain more emotionally open to all possibilities and more intellectually agile to a fluid situation. Great negotiators question the assumptions that others accept on faith or in arrogance. ![]() Good negotiators know that they need to be ready for surprises great negotiators use their skills to reveal the surprises they are certain to exist. By listening intensely, you demonstrate empathy and show a sincere desire to better understand what the other side is experiencing. Listening is the cheapest yet most effective concession we can make to get there. Negotiation begins with the universally applicable premise that people want to be understood and accepted. Never Split the Difference Summary Chapter 1: The New Rules Enter your email below, and I’ll send you a free PDF summary of Never Split the Difference. ![]()
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