Poison fishing line American Jim Kemp in the book “First...

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Poison the line

American Jim Kemp in the book “First Say No” ” describes a powerful technique for business and personal negotiations. Imagine fisherman Igor on the bank of the nearest river. A healthy fish suddenly bites him. Instead of cutting sharply, it seems to let go of the prey. When she slows down, Igor tugs on the fishing rod. The technique is called “poisoning the line.”

Negotiations are a river. To control emotional waves, you need to maintain balance. When the interlocutor is angry, I bait the line based on negative images.

An example of a showdown. The man is angry that there is an asshole in the apartment. Instead of defending, making excuses or being offended, I reinforce:

– I understand you. No one would like to walk on a dirty floor and drink from a mug with residue. I now devote a lot of time to work (children, self-development, etc.), so I don’t always keep up with housework. Let’s come up with a way to solve the problem together.

The point is to bring the interlocutor into a neutral state. Then he loses the task of proving something with foam at the mouth. Have you also noticed that sellers sometimes poison fishing line based on positive images? You’ve been wanting a pantsuit for a long time and found the model of your dreams. The consultant sees an emotional bias towards delight and seems to slightly dissuade:

– Excellent choice. Just keep in mind that the fabric wrinkles quickly, and the iron needs to be replaced with a steamer. Care will require additional effort.

[Sahaha]

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