Everyday Invalidations Invalidating The Invalidator

Now that’s not nice.  All it does is aggravates them more.  Taking a page from FBI hostage negotiator Chris Voss, label the emotion.

It seems like you have some reservations  about ABC.

It sounds like you are confused about what to do next.

Jim Camp of CNI and Start With No suggests that explaining and making statements to defend provide more fuel for your counter party.  Use effective pauses, nurture and ask a question.  We actually dig ourselves into deeper holes by meeting the force of the counter party.  We are not interested in a fist fight rather using their force against them.

Be aware at all times with all parties.  Life is a negotiation moreover a social emotional one.

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