Key Insights from the Book:
- The principle of tactical empathy: Understand and recognize the emotions of your counterpart and respond to them in a thoughtful manner.
- The power of mirroring: Imitate the language and behavior of your counterpart to build rapport and trust.
- The effectiveness of calibrated questions: Ask questions that allow your counterpart to have control, but steer the conversation towards your desired outcome.
- The significance of active listening: Listen carefully to what your counterpart is saying and respond accordingly.
- The role of patience: Give your counterpart time to respond and don’t rush them into making a decision. ...