Checking the Facts in Negotiations
Use research to prove your point as a fact, or to uncover holes in the other party’s facts. Surprising the other party by checking the facts may catch them off guard and allow you secure a stronger negotiation position. Using facts as evidence, instead of using options or needs, gives you more power to persuade.
This tactic is especially effective when used in the courtroom. A judge and jury are there to find out the truth and uncovering facts will bring light to the situation.
Example
A man is on trial for robbery. He is innocent, but no facts have yet surfaced to clear his name. His lawyer comes in to visit him with a smile on her face and a document in hand. She has found two witnesses that will testify that the man they saw commit the robbery is not the same man on trial for the crime.
The prosecuting attorney is surprised by this discovery. All of the evidence he has found points to this man as being guilty, although he must concede that if not one, but two, witnesses can attest to the fact that this man is innocent, then he must be. He requests that the case be dismissed and the man on trial is set free.
