5 Ways to Use Elicitation in Negotiation with Jack Shafer, Ep #349
Publisher |
Mark Raffan
Media Type |
audio
Categories Via RSS |
Business
Management
Publication Date |
Apr 10, 2023
Episode Duration |
00:30:31

Jack Shafer spent much of his career in counterintelligence in the FBI. In this episode of Negotiations Ninja, we’ll discuss topics from Jack’s newest book, “The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth” We talk about the concept of elicitation, presumptive statements, how to shift power dynamics in the conversation—and how to use it them in business negotiations. Don’t miss this fascinating look into the inner workings of a spy’s career. 

Outline of This Episode

  • [2:14] Learn more about Jack Shafer
  • [2:55] Technique #1: Presumptive Statements
  • [8:30] How to shift power in a negotiation
  • [11:08] The use of time in a negotiation
  • [13:12] Who has the authority?
  • [15:04] Technique #2: Use the phrase “I’ll bet…”
  • [18:11] Uncovering your counterpart’s objections
  • [20:23] Technique #3: Bracketing
  • [22:19] Technique #4: Reported Facts
  • [24:00] Technique #5: The Well Technique 

Resources & People Mentioned

Connect with Jack Shafer

Connect With Mark

Subscribe to Negotiations Ninja

This episode currently has no reviews.

Submit Review
This episode could use a review!

This episode could use a review! Have anything to say about it? Share your thoughts using the button below.

Submit Review