How to Coach Yourself and Others Essential Knowledge For Coaching | Page 580

not. People you mirror subconsciously feel more empathy with you.
However, it can be very embarrassing if the other person detects
conscious mirroring so it must be very subtle. You need to leave a
delay of between two and four seconds before the mirroring action.
 Try to remember the names of everyone you meet. It shows that
you are treating them as an individual.
Negotiating to win
This involves pursuing your own interests to the exclusion of
others: I win: you lose! Persuading someone to do what you want
them to do and ignoring their interests: "keeping your cards hidden".
Pressure selling techniques involve this.
Whilst you might get short term gain, you will build up long term
resentment which can be very disruptive if you ever need to work with
these people again.
Negotiating jointly
 This involves coming to an agreement where everyone gets what they
want,
reaching a mutually satisfactory agreement: win-win
 You need to establish mutual trust, so it requires honesty and
integrity from both parties.
 Both sides work together to come up with a compromise solution to
suit everyone's best interests.
 Each party tries to see things from the other's perspective.
 Assertiveness is the best way here: being passive or aggressive
doesn't help.
A strategy for successful negotiations
 Listen carefully to the arguments of the other party and assess the
logic of their reasoning
 Clarify issues you are not clear about by asking how, why, where,
when and what questions.
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