Jack Shafer spent much of his career in counterintelligence in the FBI. In this episode of Negotiations Ninja, we’ll discuss topics from Jack’s newest book, “The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth” We talk about the concept of elicitation, presumptive statements, how to shift power dynamics in the conversation—and how to use it them in business negotiations. Don’t miss this fascinating look into the inner workings of a spy’s career.

Outline of This Episode

[2:14] Learn more about Jack Shafer
[2:55] Technique #1: Presumptive Statements
[8:30] How to shift power in a negotiation
[11:08] The use of time in a negotiation
[13:12] Who has the authority?
[15:04] Technique #2: Use the phrase “I’ll bet…”
[18:11] Uncovering your counterpart’s objections
[20:23] Technique #3: Bracketing
[22:19] Technique #4: Reported Facts
[24:00] Technique #5: The Well Technique

Resources & People Mentioned

Turning on the Like Switch with Jack Shafer, Ep #61

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5 Ways to Use Elicitation in Negotiation with Jack Shafer, Ep #349