Joe Navarro.
Negotiation phases:
- Assessment
- Engagement. A measured attempt to establish a meaningful line of communication with the opposing party
- Transactional. Attempt to come to an agreement or satisfactory outcome.
Plan to succeed.
- What is the objective. Specific.
- What words to use. Choose your words.
- Think of the audience.
- Anticipate what you will be asked.
- Rehearse. Sitting down and play the parts.
Negotiating allegiance.
- Mirroring behaviour. Synchrony, harmony, trust. Establish a bond.
- Empathic model of social interaction.
- Establish rapport through
- Listening
- Emotional identification
- Genuine effort to understand
Chronicity and silence. How we use time. Negotiations are temporal, whoever dominates time is in charge. Use of silence.
Entropy. Over and over same theme. Mental fatigue both hinders cognitive information processing and weakens motivational willpower.
Negotiations in practice.
- Observe your counterpart.
- Constantly assesing her
- watching her breath rate
- watching her blink rate
- how often she touches her neck
- how often she looks at you
- are her hands flat palm down on her knees
- are her fingers gathered up
- Operational accord. The state in which a degree of conformity or affinity is present within a relationship with a subject.
- Rapport. The most important aspect of a successful interview.
