💡 Key Concepts

CREATE THE ILLUSION OF CONTROL

4 concepts to master

Calibrated Questions / Illusion of Control

Concept

Open-ended questions designed to give the other side the illusion of control, encourage thinking, remove aggression, and guide towards solutions, creating a perception that they are in charge while you guide the conversation.

How It Works

By asking questions that require the other party to think and provide answers, you shift the focus, gain information, and guide them towards solving your problems, while making them feel in control and heard. This encourages them to suggest solutions that align with your desired outcome.

Suspend Unbelief

Concept

Reducing or eliminating the other party's resistance and skepticism towards your proposals or ideas.

How It Works

By acknowledging their concerns and asking calibrated questions, you create an environment of understanding and collaboration, making them more receptive to your point of view.

Negotiation as Coaxing

Concept

Approaching negotiation as a process of gently persuading and guiding the other party, rather than overpowering or defeating them.

How It Works

Instead of forceful demands or ultimatums, use empathy, active listening, and calibrated questions to encourage the other party to see your perspective and voluntarily move towards an agreement.

Team Behind the Counterpart / Level II Players

Concept

Recognizing and understanding the influence and dynamics of the team or individuals supporting your counterpart in a negotiation, including those not directly involved but who can influence or block implementation.

How It Works

Negotiation efforts must consider the stakeholders and influences impacting your counterpart to ensure that agreements are sustainable and not undermined by internal conflicts or hidden agendas. These "behind the table" players can affect outcomes by supporting or undermining agreements, so understanding their motivations and addressing their concerns is crucial for successful implementation.