fbi agent talking into radio to represent rules of negotiation.

Note to Sales #16. Rules of Negotiation

Posted: 1st February 2016

In a hostage situation the FBI have 5 steps to a negotiated settlement:

1.            Active Listening:    Listen to their side and make them aware you’re listening.

2.            Empathy:   You get an understanding of where they’re coming from and how they feel.

3.            Rapport:   Empathy is what you feel. Rapport is when they feel it back. They start to trust you.

4.            Influence:   Now that they trust you, you’ve earned the right to work on problem solving with them and recommend a course of action.

5.            Behavioural Change: They act. (And maybe come out with their hands up.)

Blimey, this sounds a prospect meeting!


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