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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.
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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