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Start With No:
Never frame a question that appears to your adversary as an attempt to trick.
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106 |
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Start With No:
This point must be clear: Framing any question is very tricky and very important.
|
106 |
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Start With No:
You have to be diligent and careful with all questions – with every word you utter – but the verb-led questions are almost all downside.
|
107 |
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Start With No:
Who has control in a conversation, the guy listening or the guy talking? The listener, of course. If you want to maintain maximum control and leverage – and you do, of course – let your adversary do the talking.
|
107 |
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Start With No:
The power of the simple interrogative-led question is just amazing.
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112 |
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Start With No:
There seems to be a human impulse to help people answer our questions. We start off with a good interrogative-led question but then answer it for the adversary, or at least throw out possible answers.
|
114 |
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Start With No:
In a negotiation, nurturing will keep the negotiation going through thick and thin. Your ability to nurture will be the key to bringing the negotiation back to the table after a breakdown.
|
116 |
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Start With No:
The truly comfortable, trained negotiator takes it easy. When in doubt, slow your cadence of speech, lower your voice.
|
116 |
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Start With No:
As the old saying goes, laughter often is the best medicine, especially laughter directed at ourselves. Laughter is a way to nurture everyone in the room – including ourselves.
|
117 |
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Start With No:
Nurturing may be just the one right word, or facial expression, or gesture. How you nurture will require great practice, insight, and reflection.
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118 |
