Question

To lower a person&#x27;s psychological resistance during a high-stakes exchange, which specific technique confirms you have correctly processed their non-verbal signals?

Accepted Answer

The specific technique used to lower psychological resistance by confirming you have correctly processed non-verbal signals is called labeling. Labeling is the act of identifying and naming the emotion or state you perceive in the other person&#x27;s behavior, body language, or tone of voice. By speaking these observations aloud in a neutral, inquisitive way, you demonstrate that you are paying close attention and are not judging the person. To use a label, you preface your observation with phrases such as it seems like, it sounds like, or it feels like. For example, if a person is crossing their arms and shifting their weight during a negotiation, you might say, it seems like you have some concerns about this specific proposal. When you articulate their non-verbal signals, the other person feels understood and validated. This sense of being heard reduces their need to remain defensive or resistant, which creates a more collaborative atmosphere for the exchange. The objective of labeling is to surface the underlying emotion, neutralize negative feelings through recognition, and encourage the other person to share more information.

To lower a person's psychological resistance during a high-stakes exchange, which specific technique confirms you have correctly processed their non-verbal signals?

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To lower a person's psychological resistance during a high-stakes exchange, which specific technique confirms you have correctly processed their non-verbal signals?

Community Answers