Podcasts Business Negotiations Ninja Podcast 5 Ways to Use Elicitation in Negotiation with Jack Shafer, Ep #349

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

Published: April 10, 2023, 9 a.m.

Jack Shafer spent much of his career in counterintelligence in the FBI. In this episode of Negotiations Ninja, we\u2019ll discuss topics from Jack\u2019s newest book, \u201cThe Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth\u201d We talk about the concept of elicitation, presumptive statements, how to shift power dynamics in the conversation\u2014and how to use it them in business negotiations. Don\u2019t miss this fascinating look into the inner workings of a spy\u2019s career.\xa0

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 \u201cI\u2019ll bet\u2026\u201d
  • [18:11] Uncovering your counterpart\u2019s objections
  • [20:23] Technique #3: Bracketing
  • [22:19] Technique #4: Reported Facts
  • [24:00] Technique #5: The Well Technique\xa0
Resources & People Mentioned Connect with Jack Shafer Connect With Mark

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