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
- Turning on the Like Switch with Jack Shafer, Ep #61)
Connect with Jack Shafer
- The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth)
- The Like Switch: An Ex-FBI Agent's Guide to Influencing, Attracting, and Winning People Over)
Connect With Mark
- Follow Negotiations Ninja on Twitter: @NegotiationPod)
- Connect with Mark on LinkedIn)
- Follow Negotiations Ninja on LinkedIn)
- Connect on Instagram: @NegotiationPod)
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