Use these lessons to lay that foundation: Creating unconditional positive regard opens the door to changing thoughts and behaviors. Humans have an innate urge toward socially constructive behavior. The more a person feels understood, and positively affirmed in that understanding, the more likely that urge for constructive behavior will take hold. “That’s right” is better than “yes.” Strive for it. Reaching “that’s right” in a negotiation creates breakthroughs. Use a summary to trigger a “that’s right.” The building blocks of a good summary are a label combined with paraphrasing. Identify,
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