tags - negotiationstriplines
Here’s an example of an interaction using strip lines to move someone away from zero on the emotional scale so you can begin negotiating.
Start with a negative strip line to get the pendulum moving:
“You really shouldn’t look at this.”
They might respond like:
“Well, it’s just that I have it covered.”
That’s a slightly negative statement - the pendulum is starting to move.
Go back with an even more negative strip line:
“Of course you have it covered - you wouldn’t be silly enough to leave yourself exposed in this area. You really shouldn’t even bother to look at this”
Now the pendulum is swinging and you’d come back with an interrogative question to create vision. For example:
“Let me ask you this: how have you protected it?”
Now you can begin the negotiation from the negative side of the emotional scale.
[#campnegotiationsystem]: Jim Camp: Negotiation System, Camp Negotiation Systems, Inc.