The three labels used to identify changes in affect are:
This video presents ten key communication phrases, termed "Black Swan labels," designed to improve negotiation and relationship dynamics. The speaker explains how to use these phrases to identify shifts in affect (body language, tone of voice) and understand underlying intentions, ultimately leading to more effective communication and negotiation outcomes. The video also promotes a website offering free resources to enhance negotiation skills.
Three labels for affect shifts: The video starts by introducing three labels to identify changes in body language, tone, etc., which might signal discomfort or hesitation. The speaker emphasizes the importance of understanding the reasons behind these shifts.
Labels for identifying reasons: Four labels aim to uncover the reasons behind statements or actions, prompting deeper understanding and more productive conversations. The speaker illustrates different ways to use these labels, such as focusing on statements versus actions.
Labels for impasse and commitment: Two labels are provided for navigating impasses in negotiations and assessing the other party's readiness to commit. The use of different intonations (upward or downward) is highlighted.
Label for initial pleasantries: One label addresses the common "How are you today?" opening, suggesting a response that directly addresses the negotiation's purpose, saving time and getting to the core issues.
Label for assessing "proof of life": Two labels help determine whether the other party is genuinely interested in a deal or engaging in stalling tactics.
Importance of mislabeling: The video suggests that even mislabeling can be beneficial, as it often prompts the other party to clarify their intentions, revealing valuable information.
The video provides several examples of labels used to uncover reasons behind statements or actions. Here are a few, illustrating the slight variations in phrasing and focus:
Focusing on statements: "It seems like you have a reason for saying that." This version focuses on the reason behind a verbal statement.
Focusing on actions: "It seems like you have a reason for doing that." This version focuses on the reason behind an action.
The speaker notes that these two variations — focusing on "saying" versus "doing" — can have significantly different impacts on the conversation.
