Negotiation Series: Welcome to Labeling

Pair labeling with mirroring to defuse tension and unlock hidden context.

If mirroring keeps people talking, labeling makes them feel understood. Add those two together and you’ll turn tense moments into collaborative problem‑solving at work, or anywhere humans show up with emotions.

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Why Labeling Matters

In my last post, I shared how mirroring (repeating a few key words) invites the other person to expand. Labeling is its natural partner. Where mirroring is a gentle nudge, labeling is an authentic curiosity: you briefly name what you think the other person is feeling or intending.

Used well, labeling:

• Lowers defensiveness and builds trust

• Surfaces hidden constraints (the real blockers)

• Speeds up negotiations by aligning on what’s true

• Creates “win‑win” outcomes without hardball tactics