Mirror the Loaded Word
Use a mirror to uncover the meaning behind a pressure phrase before responding.
A mirror turns pressure into data. What to mirror Mirror the phrase that carries meaning: "out of line," "final offer," "unacceptable," "too risky," "no flexibility," or "by Friday." Do not mirror filler. You are asking the phrase to open itself. What to do next Wait. If they elaborate, listen for the real constraint. Then label it: "It sounds like the approval story is the hard part." Finally, ask a calibrated question: "How would we need to frame this so your CFO can support it?" What to avoid Do not mirror and immediately explain. The value of a mirror is the…
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