Once she got them talking, her main role was to keep them talking, and to listen. Good negotiators didn’t talk much at all. They mainly listened, prodding their subject to keep on going. Buying time. Gathering information. Looking for the things that would help influence the subject. “The way you wanted?” she repeated his words. It was the number one tool in any negotiator’s arsenal—mirroring. Repeat the subject’s words, demonstrate that you were listening, and make them elaborate more.
