Part 6/12:
Practicing silence is recommended—beginning with brief pauses, conditioned by success and patience—to enhance negotiation effectiveness and deepen understanding.
Techniques That Transform Conversations
Mirroring—repeating the last few words of a person’s statement as a question—is another key tactic. It requires no analysis but prompts the other side to elaborate, often revealing motivations and concerns. Over time, mirroring becomes an almost involuntary reaction that encourages openness.
Labeling is similar—articulating perceived emotions or thoughts ("It seems like you're upset")—and serves as a non-confrontational way to acknowledge feelings and defuse tension.