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Chapter 2: Be A Mirror
“You should engage the process of negotiation with a mindset of discovery.”
The goal at the beginning of a negotiation is to observe and extract as much information as possible. One of the mistakes smart people make that prevents successful negotiation is that they are so intelligent they think they don’t have anything to discover. Be careful to note your assumptions and biases, and be open to all the possibilities that may be present. Mirroring is a technique to make the other person your sole focus.
Actions to take
Slow down during negotiations.
Use the proper tone of voice.
Mirror what someone has just said.