Mastering Negotiation: The Black Swan Method in Personal Injury Law
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Questions and Answers

What is a primary reason to use "no-oriented" questions in negotiations?

  • They corner the other party into agreeing.
  • They make the respondent more agreeable to any offer.
  • They simplify complex decision-making processes.
  • They create a sense of empowerment and safety for the respondent. (correct)

    • What is the purpose of the phrase “Is now a bad time to talk?” compared to “Do you have a moment to talk?”

  • It is more respectful of the other person's time.
  • It prioritizes the speaker’s need for a quick answer.
  • It signals urgency in the conversation.
  • It reduces decision fatigue by making "no" an easier choice. (correct)

    • How does the question “Are you against this idea?” differ from “Are you in favor of this idea?”

  • It ensures the respondent agrees to the proposal.
  • It makes the respondent critically evaluate the proposal.
  • It creates a neutral stance for discussion.
  • It prevents the respondent from feeling pressured into agreement. (correct)

    • When someone is ghosting you, what is an effective question to restart communication?

    <p>“Have you given up on this?”</p> Signup and view all the answers

    What is the key benefit of using the phrase “How am I supposed to do that?” in negotiations?

    <p>It forces the other party to rethink their offer.</p> Signup and view all the answers

    What is the purpose of the response, “Your offer is very generous, but it doesn’t work for me”?

    <p>To acknowledge goodwill while maintaining boundaries.</p> Signup and view all the answers

    Why is it effective to respond with “What makes you ask?” when someone poses a question?

    <p>It clarifies the intent behind their question.</p> Signup and view all the answers

    How can you maintain respect while pausing after using a label like, “It seems like you have a good reason for asking that”?

    <p>Wait silently for them to elaborate on their own.</p> Signup and view all the answers

    What is the recommended approach when someone is failing to meet their obligations in an agreement?

    <p>Use a collaborative question like, “It seems like you have a reason for not completing this task.</p> Signup and view all the answers

    Why does the Black Swan Method emphasize empathy in negotiations?

    Signup and view all the answers

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