12 Lessons from 'Never Split the Difference' every negotiator must learn
A THREAD:
Create Warmth by Using First Names
Your name is possibly the only thing that's yours but is used more by others.
We all love to hear our names, to be acknowledged, to be recognized, to feel at home,
And using first names while conversing is a great way to develop rapport.
Be a Mirror
The person first ought to trust you in order for him to believe you.
And one of the quickest and surest ways of developing trust,
Is mirroring the person's body language and words.
He'd subconsciously lower his guard and feel at ease.
Listen deeply to understand them
Everyone wants to feel understood.
There is no hack for this.
You genuinely have to be interested to understand what the other person's views are.
And for that to happen,
Your mind should be quiet and present at the moment.
Summarize their position back to them
Once you listen to them deeply,
Summarise what they just told you back to them.
It'd demonstrate empathy and the person would know that you actually paid attention.