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Mirroring in negotiation is a technique used to create a connection with your counterpart. It involves repeating your counterpart's key words, which can make them feel understood and safe enough to reveal more about what they really want. This can then be used to your advantage in the negotiation.
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Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our lives involves some form of negotiation. Expert FBI...
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Negotiation is not about creating a win-win situation, finding a compromise, or getting to yes—it's about connecting with your counterpart so that you can figure out what they really want and using that to get what you want. The key is to practice active listening and tactical empathy: make counterparts feel safe enough to reveal themselves. Frame the negotiation using tools like mirroring (repeating your counterpart's key words), labeling your counterpart's fears, and asking calibrated questions that start with "How...?" or "What...?" The first "no" is not the end of the negotiation, but the beginning. Once you get your counterpart to say, "That's right!" you've reached a turning point. Figure out your counterpart's negotiation style: are they an Analyst, an Accommodator, or an Assertive? Prepare for any negotiation by drawing up a one-sheet list of five key points that summarize your approach.
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