Building on the foundation of empathy, this series delves into the strategic tools that actively shape a negotiation. Learn how to guide the conversation with "Calibrated Questions," neutralize negatives with an "Accusation Audit," and achieve the ultimate moment of validation with "That's Right." We also break down the systematic Ackerman model for bargaining and explore how to adapt to different negotiator styles.
Episodes in This Collection:
- Episode 6: Calibrated Questions – Guiding the Conversation with "How" and "What" [00:00]
- Episode 7: The Accusation Audit – Neutralizing Negative Perceptions [04:43]
- Episode 8: "That's Right" – The Ultimate Validation [11:27]
- Episode 9: Ackerman Bargaining – Strategic Number Play [18:18]
- Episode 10: Recognizing Negotiator Styles – Adapting to Different Personalities [26:44]
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