A great little tip comes to us from a top Former FBI Negotiator, Chris Voss. He says that the key to mastering negotiations is to create empathy. Specifically... to get the other party to empathize with your position.By getting the other party to recognise the position they are putting you in, and its impact, they are far more likely to offer you concessions. The trick to doing this is to use 7 words - "How am I supposed to do that?"
You put the ball back in their court and force them to think about the situation from your perspective. As soon as they do it becomes more difficult for them to hold a firm line on their position. 7 simple little words that can make all the difference to the outcome of your next negotiation.
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