 |
…monitoring lets you improve your long-term planning. If you keep records, you can periodically check how far you’ve come so that you can set more realistic goals in the future.
|
256 |
 |
Labeling is a way of validating someone’s emotion by acknowledging it.
|
54 |
 |
…when you phrase a label as a neutral statement of understanding, it encourages your counterpart to be responsive.
|
56 |
 |
Research shows that the best way to deal with negativity is to observe it, without reaction and without judgment.
|
59 |
 |
…creating an empathetic relationship and encouraging your counterpart to expand on their situation is the basis of healthy human interaction.
|
72 |
 |
There are actually three kinds of ‘Yes’: Counterfeit, Confirmation, and Commitment.
|
80 |
 |
In every negotiation, in every agreement, the result comes from someone else’s decision.
|
84 |
 |
’No’ starts conversations and creates safe havens to get to the final ‘Yes’ of commitment.
|
85 |
 |
Good negotiators welcome – even invite – a solid ‘No’ to start, as a sign that the other party is engaged and thinking.
|
86 |
 |
When your adversaries say, ‘That’s right,’ they feel they have assessed what you’ve said and pronounced it as correct of their own free will. They embrace it.
|
105 |
