“Our research suggests that pausing silently can be a simple yet very effective tool to help negotiators shift from fixed-pie thinking to a more reflective state of mind," Using silence in negotiations is such a powerful tool. Not to manipulate the other side but to help people form their thoughts. PS I have no idea what fixed-pie thinking is... #realestatesale #realestatesaletraining #realestatesalecoaching #giyora https://lnkd.in/ejbHdnAt
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If you’re the person who doesn’t stop to think…this will be helpful! “Our research suggests that pausing silently can be a simple yet very effective tool to help negotiators shift from fixed-pie thinking to a more reflective state of mind," said Curhan. "This, in turn, leads to the recognition of golden opportunities to expand the proverbial pie and create value for both sides.” If we expand our idea of negotiation to include parents👉kids, kids👉kids, etc…. I find a pause in a conversation/negotiation to be powerful. Being the one to initiate the pause indicates to the other person/group that the discussion is important enough to warrant extras thought. How do you use pauses/silence? https://lnkd.in/g69P4fF
In negotiation, use silence to improve outcomes for all | MIT Sloan
mitsloan.mit.edu
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Silence is golden: knowing when to be quiet is crucial, not only in negotiations. #quietness #communicationskills #silence #negotiation #negotiationskills
Research suggests that pausing silently can be a simple yet very effective tool to help negotiators shift from fixed-pie thinking to a more reflective state of mind. This, in turn, leads to the recognition of golden opportunities to expand the proverbial pie and create value for both sides. #pausing #communicationskills #negotiationskills #negotiation #valuecreation
In negotiation, use silence to improve outcomes for all | MIT Sloan
mitsloan.mit.edu
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Research suggests that pausing silently can be a simple yet very effective tool to help negotiators shift from fixed-pie thinking to a more reflective state of mind. This, in turn, leads to the recognition of golden opportunities to expand the proverbial pie and create value for both sides. #pausing #communicationskills #negotiationskills #negotiation #valuecreation
In negotiation, use silence to improve outcomes for all | MIT Sloan
mitsloan.mit.edu
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Silence is a rare but powerful skill in sales. It allows time for all parties to think and can be a powerful force for value creation that leads to win-win outcomes. #b2bsales #salesexcellence https://lnkd.in/edWGK8K9
Negotiators, take note! New MIT research shows that silence – often overlooked – can actually foster a deliberative mindset, creating value for both negotiating parties. It's not just about knowing when to speak, but also when to pause. If you're aiming for a win-win, silence might be your secret weapon. https://lnkd.in/es2Nf45w
In negotiation, use silence to improve outcomes for all | MIT Sloan
mitsloan.mit.edu
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Strategic Communications | Change Communications | Engagement Strategist | Thought Leader | Skilled at simplifying complexity and shaping the narrative to embed strategy, engage employees and drive strategic outcomes.
Silence is a powerful tool - not only in negotiation.
Negotiators, take note! New MIT research shows that silence – often overlooked – can actually foster a deliberative mindset, creating value for both negotiating parties. It's not just about knowing when to speak, but also when to pause. If you're aiming for a win-win, silence might be your secret weapon. https://lnkd.in/es2Nf45w
In negotiation, use silence to improve outcomes for all | MIT Sloan
mitsloan.mit.edu
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Harvard Medical Professor; Founding Director, Think:Kids at MGH; Speaker, Author, Psychologist, Parent - Rethinking Behavior
Thanks Daniel Pink for sharing this work from Jared Curhan at MIT Sloan School of Management. I think I know why silence is so powerful: it is hard for us humans to listen or think deeply when we are talking! In my experience, the most underrated skills in negotiating are the skills of listening and reflecting. #NegotiatingSkills #ActiveListening #Reflection
Negotiators, take note! New MIT research shows that silence – often overlooked – can actually foster a deliberative mindset, creating value for both negotiating parties. It's not just about knowing when to speak, but also when to pause. If you're aiming for a win-win, silence might be your secret weapon. https://lnkd.in/es2Nf45w
In negotiation, use silence to improve outcomes for all | MIT Sloan
mitsloan.mit.edu
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Fewer & Better Clients: Fueling SME CX Loyalty From Happy to Raving Fans By Unlocking the Power of Building Human-Centric Solutions Talks about #retention, #up, cross-selling #refereal. "Conversation before Conversion"
🚀 Indeed, silence can be golden in negotiations. It allows for reflection, understanding, and thoughtful response, which can lead to more productive outcomes 🚀
Negotiators, take note! New MIT research shows that silence – often overlooked – can actually foster a deliberative mindset, creating value for both negotiating parties. It's not just about knowing when to speak, but also when to pause. If you're aiming for a win-win, silence might be your secret weapon. https://lnkd.in/es2Nf45w
In negotiation, use silence to improve outcomes for all | MIT Sloan
mitsloan.mit.edu
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This reminds me of the wise words from professional recruiter Yael Iffergan, SPHR during her guest appearance on the podcast. Say what you need and then *stop talking* 🤫 You can find the full episode at the link in the comments! #negotiation #salarydiscussion
Negotiators, take note! New MIT research shows that silence – often overlooked – can actually foster a deliberative mindset, creating value for both negotiating parties. It's not just about knowing when to speak, but also when to pause. If you're aiming for a win-win, silence might be your secret weapon. https://lnkd.in/es2Nf45w
In negotiation, use silence to improve outcomes for all | MIT Sloan
mitsloan.mit.edu
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Delving into the Shadows: Understand the psychological tactics that shape the outcomes of corporate negotiations. From anchoring to strategic silence, discover how these techniques can be ethically harnessed to enhance your negotiation skills. Dive into our latest article for in-depth insights. #NegotiationSkills #DarkPsychology #CorporateStrategy https://lnkd.in/gzstgX_f
Psychological Tricks Used in Negotiation: Harnessing the Shadows
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Senior Manager - Product Management Services | Consulting | Agile | AI & IoT | MBA | Engineering
This year, I am trying to read more books and post the summary. The first book I read is below. Book 1 (Never Split the Difference by Chis Vos) Summary: 1- Negotiators are of 3 types: Acomodative (easily agreeable) , Assertive (Not easily convinsible), Analysts (Look for data and proofs). 2- Listen first. Active listening is very key to identify the actual problems and decision making elements. Use calibrated & open ended questions to get to more details. 3- Be the mirror: Listen, reiterate or paraphrase what the other party says, use positive reinforcement, empathize and build trust with counterpart. 4- Keep a Smile always on the face. 5- Get a common ground (similar interests etc.). Get your counterpart to say words like that’s right, yes etc. This creates a common ground. 6- Treat your counterpart the way they would want them to be treated. 7- Labeling Empathy: Identify emotions of your counterpart and verbalized their emotions. Avoid ' I ' and focus on the other person. 8- Work on removing the barriers. Make the opponent see your side. 9- Framing / presenting the deal (Why to buy and why not to buy). 7% words, 38% tone of voice & 55% body language make great presentations. 10- Bend their reality: Never Rush, Never Compromise. Deadline is just a nudge for a bad deal. 11- Don't compromise early. Be prepared for the No Deal. 12- Power of No (uncomfortable, need more information, need validation, cannot understand etc.). Don’t get to Yes quickly. Take your time. No opens up more opportunity and helps you Learn more. 13- Let the other side make the first offer. Use odd numbers for the quote. 14- Start with 65% 85% 95% Final Buying Price while buying and 135% 115% 105% Final Target Price 15- Prepare Prepare Prepare. Link for the book on Amazon. https://lnkd.in/gS3GEhcQ
Never Split the Difference : Negotiating as if Your Life Depended on It
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