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It all starts with the universally applicable premise that people want to be understood and accepted.
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16 |
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By listening intensely, a negotiator demonstrates empathy and shows a sincere desire to better understand what the other side is experiencing.
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16 |
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Tactical empathy is understanding the feelings and mindset of another in the moment and also hearing what is behind those feelings so you can increase your influence…
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52 |
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…when you phrase a label as a neutral statement of understanding, it encourages your counterpart to be responsive.
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56 |
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…labels are so powerful because they bathe the fears in sunlight, bleaching them of their power and showing our counterpart that we understand.
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61 |
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Every one of us has an inherent, human need to be understood, to connect with the person across the table.
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68 |
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…the socially lubricating ‘yeses’ and ‘you’re rights’ that get thrown out fast and furious early… are not in any way a substitute for real understanding…
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112 |
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The moment you’ve convinced someone that you truly understand her dreams and feelings… the foundation for a breakthrough has been laid.
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112 |
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Once you understand that subterranean world of unspoken needs and thoughts, you’ll discover a universe of variables that can be leveraged…
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114 |
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Taking a positive, constructive approach to conflict involves understanding that the bond is fundamental to any resolution. Never create an enemy.
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205 |
