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Secrets of Power Negotiating by Roger Dawson

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Chapter 31Negotiating Principles: People Believe What They See in Writing

The printed word has great power over people. Most people believe what they see in writing; even if they won’t believe it when they just hear about it. The Candid Camera people did a stunt to prove that a number of years back; you may remember seeing it on television. They posted a sign on a road next to a golf course in Delaware that said, “Delaware Closed.” Allen Funt stood by the sign in a rented trooper’s uniform. He wasn’t even allowed to speak to the people as they came up, only point up at the sign. What happened amazed me. People were coming to a screeching halt and saying things like, “How long is it going to be closed for? My wife and kids are inside.”

People ...

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