The Negotiator Magazine

Back to Index

prev  1  2  3  4  5
download printable version

Key points to remember:

1. Don't argue with people in the early stages of the negotiation because it creates confrontation.

2. Use the Feel, Felt, Found formula to turn the hostility around.

3. Having Feel, Felt, Found in the back of your mind gives you time to think when the other side throws some unexpected hostility your way.

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@frogpondgroup.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@frogpondgroup.com; http://www.frogpondgroup.com.

prev  1  2  3  4  5

Back to Index