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.

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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?