Never Split the Difference by The Mindset Warrior

Author:The Mindset Warrior
Language: eng
Format: epub
Tags: negotiation, mediation, dispute resolution, getting to yes, emotional intelligence, persuasion, starting with no, never split the difference, summary guide, management & leadership, business transactions, communication skills, business & money, leadership development, sales skills, hostage negotiator, how to negotiate
Publisher: K.P.
Published: 2017-07-18T16:00:00+00:00

Empathy Principle 6 – Illusion of Control

The goal of this section is to get the other person to suggest your solution on their own.

PRINCIPLE 1:

Use calibrated questions to help identify what they want

This also helps to give illusion of control to other party. It gives off the perception that you value their input.

Start the questions with “what” or “how”. Avoid "why", as it raises defenses.

EXAMPLES:

What is the biggest challenge you face?

What about this is important to you?

How can I help to make this better for us?

How would you like me to proceed?

What is it that brought us into this situation?

How can we solve this problem?

What's the objective?/ What are we trying to accomplish here?

How am I supposed to do that?

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