Labelling tagsNegotiation sourceChris Voss Masterclass on The Art of Negotiation Negotiation Give a label to the unsaid elements of their speech Emotions, Fact-patterns, Considerations, Hesitations Can identify pain-points, leverage, win-win situations Reduces emotion after it is labelled Don’t use the word I Stop talking after dropping the label Silence is an invitation to expand on the label “It feels like…” “It sounds like you are…” “It sounds like you want…” “It sounds like there might be more behind that…”