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Labeling is a way of validating someone’s emotion by acknowledging it.
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54 |
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The trick to spotting feelings is to pay close attention to changes people undergo when they respond to external events. Most often, those events are your words.
|
55 |
 |
Strike up a conversation and put a label on one of the other person’s emotions… and then go silent. Let the label do its work.
|
57 |
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…labels help to uncover and identify the primary emotion driving almost all of your counterpart’s behavior, the emotion that, once acknowledged, seems to miraculously solve everything else.
|
63 |
 |
When you preserve a person’s autonomy by clearly giving them permissions to say ‘No’ to your ideas, the emotions calm, the effectiveness of the decisions go up, and the other party can really look at your proposal.
|
78 |
 |
The moment you’ve convinced someone that you truly understand her dreams and feelings… the foundation for a breakthrough has been laid.
|
112 |
 |
Emotion is a necessary element to decision making that we ignore at our own peril. Realizing that hits people hard between the eyes.
|
122 |
 |
Know the emotional drivers and you can frame the benefits of any deal in language that will resonate.
|
126 |
 |
…if the other party feels the need to answer your generosity… They will suddenly come up on their offer, or they’ll look to repay your kindness in the future.
|
133 |
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Pleasant persistence is a kind of emotional anchoring that creates empathy with the boss and builds the right psychological environment for constructive discussion.
|
135 |
