271. The "I" Statement and Negotiation.

When entering into negotiations, "I" statements are very difficult for the other side to challenge. If you make a statement about them that they disagree with or believe to be untrue, such as "You are a racist.", they will either ignore you or become angry. If, on the other hand, you say "I find that racist.", you are forcing them to engage with your position.

In negotiations, speak only for a purpose. Always know what you want to communicate or to find out before you speak. When you want to know something, always be clear in your mind what purpose the information will serve.