Crush Debt Now!: A 3-step Negotiation Strategy to pay off debt and win financial freedom fast (Personal finance wizard series Book 2) by Cromwell Tom

Author:Cromwell, Tom [Cromwell, Tom]
Language: eng
Format: epub
Publisher: Platinum Edge Media Ltd
Published: 2020-10-31T00:00:00+00:00

Paraphrasing and Summaries, getting: “That’s right”.

In his book, Chris Voss says that the words you want to hear in a negotiation are, “That’s right!”

If you get “yes” from your counterpart, it could actually mean several things: compliance, or I agree with, but I am not committed, or even be a counterfeit yes. As in, I’ll back out later under some pretext. However, he says that when you hear “That’s right” it means that you have convinced your counterpart in the negotiation that you have heard and understood them and that they start to trust you. It is far more meaningful and powerful than yes.

Once you hear “That’s right!” it means they are ready to move on in the negotiation from some sticking point and to hear and agree to your proposal. They have emptied the emotion and believe you have gained empathy. It created a realization point with our adversary when they decided on a point without the feeling of giving in. It’s a stealth victory, and they embrace it.

There are two techniques for drawing a “that’s right” from your opposite party. The first method is to paraphrase. Take what they have said in the last couple of statements and then regurgitate it in your own words in a more condensed form.

Again, this achieves empathy and trust as replaying their thoughts without judgments will demonstrate you have been listening and absorbing their perspective.

The second method is a bit similar but comes into play when discussions have been lengthier or more extended, and points have been made over more time. You simply summarise the other side’s negotiating position for them, including any labels attached to specific underlying reasons. You may also use mirroring phrases. When they hear this played back to them accurately, they will be inclined to give you a “that’s right” response.

To produce an accurate summary apply the following guidelines:

Delete irrelevant or trivial information.

Delete redundant information.

Select the key points.

Provide labels.

Use mirroring phrases

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