The principle of "3+". How to convince the interlocutor

"3+" is a principle that I learned from the book, "NO. The best strategy of negotiations". The technology consists in the ability to remove a question without getting at least three responses or to repeat the important point at least three times and more is better, that is why there is a plus.



Tell them what you're going to say, then say it one more time, then tell them what you said. One, two, three times. How this might look in practice: "the Difficulty is that I doubt the terms of our contract. Might be there all right, but I'm not sure. You think that everything is written correctly?". With this technique it is difficult to overdo it. Agree that additional clarity is never superfluous.

Especially this technique works well when you appoint the time of meeting. Passing phrase: "Let's meet on Friday at two," can be easily forgotten, and someone did miss it by ear. But tell it differently and everything will change: "Let's meet on Friday at two. You are sure that you will be comfortable in for two hours on Friday. OK, I'll note: Friday in two hours" — this phrase is difficult to skip past the ears and even more to forget.

Good negotiators can weave into your speech to five repetitions. It's really not very difficult. Practice. Take any idea you want to convey to the interlocutor and role-play different ways of wording, but at least three. Ready — were all the three formulation to repeat at the meeting. And don't forget to use a promotional tone and gestures. You are able to make sure that the sides are not offended when you use this application, on the contrary, they will appreciate the clarity and how responsibly you approach the case. published

Author: Dmitry Chernov

 

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Source: www.4ernov.ru/2014/02/3.html