Episode 157 - Negotiation Techniques from a former FBI Hostage Negotiator

Maximize Your Influence · Sep 13, 2016 · 1m

Labels Let's explore the space between offer and acceptance – the space between "yes" and "no" is labels. "It seems like…" "It sounds like…" "It looks like…" (Followed by an effective pause.) It's critical to not "step" on your label by following it with a question or some sort of an explanation. You've got to let them sink in. "It seems like there's some flexibility in this package?" "It sounds like there's more here?" "It seems like you have some ranges in mind?" "It looks like you've used certain criteria to come up with this offer?" Labels are a great way to gather more information and to…