What are labels in negotiation?

Labels in negotiation are a powerful technique used to elicit information and steer discussions effectively. Chris Voss, a negotiation expert, explains that labels are specific phrases designed to encourage the other party to elaborate on their thoughts. This technique is particularly useful with analytical individuals or those who might hesitate to respond to direct questions. For instance, instead of asking "What are the next steps?" which might take an analytical person a long time to answer, you could use a label like "It seems like you have some next steps in mind," which often prompts a quicker response 1.

Voss found that labels are universally effective across various negotiation contexts, raising the success rate of negotiations by at least 32-33% when implemented correctly 1. This technique helps uncover underlying issues and facilitates a more open and balanced dialogue, thus leading to more productive outcomes.