Kuliah Negosiasi : Mirroring

Summary

In this video, the speaker teaches a powerful negotiation technique called *mirroring*, where you repeat 1-3 words from the other person's statement. This approach makes the other party feel heard and encourages them to share more detailed information, building rapport and trust. Through personal examples and clear explanations, the speaker demonstrates how mirroring can help gather information without suspicion and manage more aggressive negotiations. The video also highlights the importance of using silence and a calm tone to ensure successful, natural negotiations in any situation.

Takeaways

• 😀 Negotiation is not always about being overly prepared with arguments. It’s about gathering information effectively.
• 😀 One key technique in negotiation is mirroring, which involves repeating 1-3 words from what your counterpart says to build rapport.
• 😀 Mirroring helps create a sense of being genuinely listened to, which encourages the other person to share more detailed information.
• 😀 Building rapport through mirroring makes you appear more interesting and encourages others to engage with you more freely.
• 😀 A successful negotiation often involves gathering information without the other person realizing that they are providing it.
• 😀 People enjoy when they feel listened to and understood. This creates an emotional bond and helps build relationships.
• 😀 Even if you’re not academically impressive, showing interest in others can make you seem smart and engaging.
• 😀 When you show genuine curiosity in someone else’s story or point of view, it creates a connection and makes them feel valued.
• 😀 In aggressive or confrontational situations, maintain a calm demeanor and ask questions to gather more information without escalating the conflict.
• 😀 Silence is a powerful technique. Letting your counterpart speak freely can reveal crucial information that helps guide the negotiation process.
• 😀 Practice is key. To become proficient with techniques like mirroring, you should practice them repeatedly to ensure they come naturally in high-stakes situations.

Q & A

What is one common mistake people make when learning negotiation from the speaker?

One common mistake is assuming that negotiation requires clear arguments and preparation, where they need to have reasons ready to convince the opponent.

What is the key technique discussed in the script for effective negotiation?

The key technique discussed is 'mirroring', which involves repeating 1-3 words from what the opponent says to encourage them to provide more information.

How does mirroring help in building a relationship during negotiation?

Mirroring helps create a connection by making the opponent feel heard and valued, which in turn makes them more likely to continue the conversation and share information.

Why do people feel more comfortable when their words are mirrored?

People feel more comfortable because mirroring signals genuine interest and active listening, which makes them feel respected and understood.

What is the role of information in negotiation and manipulation, according to the speaker?

Information is crucial in both negotiation and manipulation, as mastery over information can greatly influence the outcome of these situations.

What personal experience does the speaker share to demonstrate the power of mirroring?

The speaker shares an experience from a reunion event where they used mirroring to engage with older people, resulting in them being seen as intelligent and likable, despite not being academically outstanding.

How did the speaker's use of mirroring affect their relationship with their father’s colleagues?

The speaker's use of mirroring helped create positive impressions, and the colleagues even recommended that the father bring the speaker along to future events, highlighting their ability to engage in meaningful conversations.

What is the underlying psychological reason why mirroring works in communication?

Mirroring works because humans are naturally drawn to people who show genuine attention and curiosity, which helps foster trust and mutual respect.

What should you do when dealing with an aggressive person in negotiation?

When faced with an aggressive person, maintain a calm and curious demeanor, using mirroring to ask follow-up questions to gather more information about their objections.

What additional technique is suggested when practicing mirroring in negotiation?

An additional technique suggested is using silence strategically, allowing the opponent to finish speaking and encouraging them to reveal more information.