Sublime

Notice we said “It sounds like …” and not “I’m hearing that …” That’s because the word “I” gets people’s guard up. When you say “I,” it says you’re more interested in yourself than the other person, and it makes you take personal responsibility for the words that follow—and the offense they might cause.

other. It can be done with speech patterns, body language, vocabulary, tempo, and tone of voice. It’s generally an unconscious behavior—we are rarely aware of it when it’s happening—but it’s a sign that people are bonding, in sync, and establishing the kind of rapport that leads to trust. It’s a phenomenon (and now technique) that follows a very

What I want to do here is turn this into a process that, applied systematically, you can use to disarm your counterpart while negotiating everything from your son’s bedtime to large business contracts.

Humanize yourself. Use your name to introduce yourself. Say it in a fun, friendly way. Let them enjoy the interaction, too. And get your own special price.

You also need to make sure that people know who’s talking. Aside from introducing yourself or being introduced at the start of the call, make sure you identify yourself each time you speak. It’s as simple as stating, ‘It’s Bec here, I wanted to say that .