![]() ![]() ![]() “Regression effects are ubiquitous, and so are misguided causal stories to explain them. You’ll want to tailor your calibrated questions to identify and unearth the motivations of those behind the table, including: How does this affect the rest of your team? How on board are the people not on this call? What do your colleagues see as their main challenges in this area? QUESTIONS TO IDENTIFY AND DIFFUSE DEAL-”Ĩ3. Here are a few of them: What are we trying to accomplish? How is that worthwhile? What’s the core issue here? How does that affect things? What’s the biggest challenge you face? How does this fit into what the objective is? QUESTIONS TO IDENTIFY BEHIND-THE-TABLE DEAL KILLERS When implementation happens by committee, the support of that committee is key. You must accept that we are as real as you are you must accept that you are not God.” There will be a small group of “What” and “How” questions that you will find yourself using in nearly every situation. You think that reality is up for negotiation, that we think it’s whatever you say it is. Rowling has a great quote that sums up this concept: “You must accept the reality of other people. Great negotiators get past these blinders by being relentlessly curious about what is really motivating the other side. We tend to limit our field of vision to our issues and problems, and forget that the other side has its own unique issues based on its own unique worldview. ![]() Most of us tend to assume that the needs of the other side conflict with our own. Figuring out what the other party is worried about sounds simple, but our basic human expectations about negotiation often get in the way. Motivations are what they are worried about and what they hope for, even lust for. Effective negotiators look past their counterparts’ stated positions (what the party demands) and delve into their underlying motivations (what is making them want what they want). “SECTION IV: CALIBRATED QUESTIONS Prepare three to five calibrated questions to reveal value to you and your counterpart and identify and overcome potential deal killers. But if I have actions that are a part of my regular muscle memory and routine, those things will do the lifting for me.”Ĥ1. You can't wake up one morning because you're so demoralized from the night before and decide, 'I'm going to permanently remember that I felt this demoralized in six years and this will be sustainable.' For me, at least, I will forget six years later what it felt like. But just in general, the thing I like about AA is it's not abstract: Here's what you do write this list call this person be available to this guy take that person to a meeting. “Now, it does work for people and I would never tell someone it's not working for them. So, a program for quitting alcohol that doesn't involve some action, I have a low expectation for,” Shepard told Pete Holmes during an interview on his “Armchair Expert” podcast in 2019, outlining his thoughts about Alcoholics Anonymous. I think they act their ways into thinking different. “I don't believe people think their ways into acting different. ![]()
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