NEG

Summarize their view Point

Then make your point

Their top 3 Concerns

Make them Say NO

Have you given up on ......

"People make decisions on what they care about"

Ways to say NO without saying NO

Emotional Anchoring

"You not gonna like what I have to say"

"The Last Impression is the Lasting Impression" [NO MATTER WHAT]

This is not working for me

The problem is that i like working with

But for now I am gonna walk away to preserve the future relationship [a bridge of the futrue]

When the Battle of the last word is negative it is a cheap shot.

Labels

Let them be seen or heard

I hear you

"It Seems Like"

"It Sounds Like"

Mirror

Dont say "Why" but say "What"

8 Mile them

Says the things they are thinking

FEAR OF LOSES

How am I going to do that....? "Get the car in 60 secs?"

How am I am going to explain to my accounting Department that we are not going to get paid for CO#02

Empathy

I can see you are upset

I feel bad for you is sypanthy

Address the Negatives

Defuse by Negative by starting with it