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Tactic #52 - Feel, Felt, Found
Summary: Using empathy to show understanding
for a counterpart's concerns and to explain one's own point of view.
Feel, Felt, and Found is effective
for helping your counterpart understand your point of view.
Example
The buyer states, "I can't believe you're asking
thirty-thousand dollars for this software package." The seller
responds, "I can understand how you feel about the price.
Many other owners have felt the same way until they
found out how trouble-free and long lasting our software is.
There really is a difference, and that is what makes this price such a
great value."
Counter
The buyer could respond with the tactic of
That's Not Good Enough, insisting that $30,000 is simply too
much, then pausing and waiting for the seller's response. Or the
buyer could appeal to a Higher Authority, explaining that
his wife or business partner will let him spend only $28,000.
Finally, he could use the tactic of the Trade-Off Concession
and agree to pay the $30,000 if the seller will throw in service and
support for one year.
This tactic is one of 101 strategies and tactics
featured in The Only Negotiating Guide You'll Ever Need, by Peter
Stark and Jane Flaherty.
To view this month's issue of The Master
Negotiator, the premiere on-line newsletter for negotiators,
follow this link:
The Master Negotiator, Volume 2, Number 1 The 80/20
Principle
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating
Tactics of the Week
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