I. Getting Their Attention.
A. Credibility, Believability, Dynamics.
B. Starting out Right.
C. Prevention vs. Intervention.
D. Shared Information.
II. The Power Of Words.
A. Zingers and Zappers.
B. Moving it Ahead.
C. Repetition – A powerful Skill.
D. Creating Emphasis with the Right Words.
III. A Question and Answer Approach.
A. Turning the Tables.
B. What’s Next?
C. The Power of Questions.
D. Gaining Information instead of Reactions.
IV. Barriers and Blockades.
A. Perception and Impression.
B. Values and Judgments.
C. Tone and Expression.
D. History and Background.
V. The Skill of Getting “Results.”
B. Negative Questions.
C. Negative Agreement.
VI. Acceptance Approaches.
A. You’re Right – That’s a good point – That’s true.
B. Workable Compromises.
C. No lose Conflict Resolution.
D. Positive Negotiating Skills.
E. Listen and Learn.