Module V "Control of the Negotiation"

Download Module V Summary in PDF

It includes 39 minutes of interactive training—allowing you to control the pace as you click through the screens—plus 12 PDF documents you can view or download, with an estimated reading time of 1 hour and 16 minutes. 

Tactical control of the negotiation table has three objectives: to be accepted and foster smooth communication; to direct attention to the areas or contexts that matter to us; and to ensure that emotions empower rather than limit us. 

We differentiate between control of the negotiation from my reptilian brain or from the rational brain.  

Control from the reptilian brain is exercised through non-verbal communication, using tactics based on paralinguistics, kinesics, and proxemics. 

Control from the rational brain is achieved through verbal communication. We distinguish between: (1) tactics aimed at their reptilian brains—pressing what Neuromarketing calls "reptilian buttons"; (2) tactics aimed at their rationals brains—using reframing techniques; and (3) emotionally driven tactics, such as "putting emotions on the table" or emotional reframing.