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It may come across as, “I’m right and
you’re wrong.” Arguing always puts your opponent in a defending
position, makes him or her to argue back, and intensifies his or her
desire to win the contest of rightness and will.
So, agree first, then turn it around.
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Use the Feel, Felt, Found (3F)
Formula
Roger Dowson, the author of
Secrets of Power Negotiating,
advises to use the Feel, Felt,
Found (3F) formula to diffuse
the competitive spirit.
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For instance, if you are selling
something, and your prospective
buyer says, “Your price is way
too high,” don’t argue. Say
instead, “I understand exactly
how you feel about that. Many
other people have felt exactly
the same way as you do when they
first hear the price. When they
take a closer look at what we
offer, however, they have always
found that we offer the best
value in the marketplace.”
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