The Third Skill in Negotiating Negotiations

The second skill is labelling, restating what you think you heard to get the other person to either own it or reject it. Research shows that experts spend a lot more time labelling other people's behavior and then testing their understanding. Instead of trying to get a yes, start off by asking a question that elicits a no. If you're casting tive judgment on someone, your being a jerk probably won't get you very far. A really effective label is just like, it seems like x.