The new rules - The FBI gets emotional

5 important questions on The new rules - The FBI gets emotional

A negotiator wants to use simple psychological tactics to do what?

Name three things.

  1. Calm people down
  2. Establish rapport
  3. Gain trust 

People want to be understood and accepted.

What is the most effective concession we can make to get there?

Listening

What does a negotiator demonstrate and show through listening?

Empathy and sincire desire to understand other side
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What happens to the other person when you listen?

Other side becomes 1) less defensive and 2) More willing to listen

What subject did the FBI became experts in?

Tactical Empathy

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