The Negotiator Magazine

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I once bought a hundred acres of land in the State of Washington. They were asking $185,000 for the land, and I asked Marge Winebrenner, the real estate agent, to make an offer at $115,050. She said, "Roger, what's this fifty dollars? Where did that come from?" "Marge," I told her, "I've just been buying land for so long now, that I have a formula that I use. I punched in the numbers and that's what came out." In fact I knew that I was less likely to get a counter offer from a specific number like that. Marge did a terrific job of presenting the offer, and the seller accepted it. So to build credibility, use precise numbers. Strangely enough, you're better off to claim that your new word processing machine will increase the productivity of their secretary by 87 percent, than to claim it will double his or her productivity.

Roger Dawson




Roger Dawson, CSP, CPAE is one of North America's top negotiating experts and a leading sales and management speaker. He is the author of "Secrets of Power Negotiating" which is one of the biggest selling audiocassette programs ever published. His latest book "Power Negotiating for Salespeople" is now in bookstores and a must read for Realtors®. Copyright© 2000, Roger Dawson. All rights reserved. If you would like the complete list of the "15 Credibility Tips", email susie@frogpond.com. For information about Roger's Keynote presentations and training sessions, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpond.com; http://www.frogpond.com.

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