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Tactical Negotiation (Mirroring and Labeling)

finance · medium · 30 minutes preparation per negotiation

What is Tactical Negotiation (Mirroring and Labeling)?

Use FBI hostage negotiation techniques for salary, rent, and purchase negotiations. Mirror (repeat the last 1-3 words someone says) to get them to elaborate. Label their emotions ('It seems like...') to build trust. Use calibrated questions ('How am I supposed to do that?') to make them solve your problem.

Is there evidence for it?

EVIDENCEstrong

How do you do Tactical Negotiation (Mirroring and Labeling)?

  1. 1.Before any negotiation, research the other side's constraints and pressures
  2. 2.Open by mirroring: repeat their last 1-3 words with an upward inflection, then go silent
  3. 3.Label their feelings: 'It seems like you're concerned about...' — this builds rapport
  4. 4.Use calibrated 'How' and 'What' questions: 'How can I make this work within my budget?'
  5. 5.Never split the difference — aim for a creative solution, not a compromise

How long does it take?

30 minutes preparation per negotiation.

Is it hard to start?

medium.

Source: Chris Voss, Never Split the Difference (2016); FBI Behavioral Change Stairway Model
finance · negotiation · career · communication · salary
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