Friday, May 3, 2013

Trump Style Negotiation: CH4--Create Solutions and Sale Them


Let’s  Start Negotiating

  A lot of negotiators start off by making promises, especially promises about money. But it’s better to build up trust and good relationship. Negotiation can wait. Do not rush. Be interested in the other side, not just the deal. Spend time learning about them. Once you earn their trust, things will go much easier.

Basic Idea for Negotiation

Basic ideas for negotiation are
  1. Enthusiasm: Enthusiasm inspires people, and it is contagious. You should be enthusiastic about the deal. The other side might say ‘that’s not the way we do things.’ Most people will back off. What’s missing here is enthusiasm. You need to show why you think that way. You may even have to do feasibility study before the meeting to convince the other side. 
 When your enthusiasm is carried over to the other side, they will see what you see. They will understand your motivation, and may even change their original motivation. 
  2. Showmanship: This is about the appearance which will convince the other side. First impression is very important. You gain advantage if the other side believe that you are trustworthy. You can use your apparel, products, or support from consultant to create showmanship. In some cases, you may even have to build a nice prototype to convince the other side. It could be expensive, but it worths your money.
  3. Preparation: Surprisingly, most people underestimate the power of preparation. But preparation can give you great advantage edge. Create aura of legitimacy. Prepare document for the meeting, and use it to support you point. You should also study and predict what the other side would do, and plan how you are going to react prior to the meeting. 
  4. Zipf’s Principle of Least Effort: Most people want to spend a little effort to close the deal. So cut off all the fat from your content. Find out what the other side needs. Then, let Zipf’s principle take over from that point. Present only that important part to them, because too much detail can turn people off.
 Another important point is tied to preparation. If you prepare the document (e.g., feasibility study, survey), the other side might not even check. This is again because of Zipf’s principle. People are more interested in bottom line, not the details. However, even if they check your number, it’ll be ok because your document is based on facts. 
  5. Tenacity: Be determined. Don’t give up. Nothing come easily. You have to try it over and over again before seeing success. Rapport means ‘relation marked by harmony, conformity, accord, or affinity.’ You should build affinity and mutual respect on top of trust. Rapport will bring two parties to a mutually satisfactory point.  
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Book or Audiobooks?

Personally, I prefer audiobooks. It's fun, and I can listen when I'm doing something else. It also makes other activities (e.g., jogging) a lot more fun. For more detail about audiobooks, please read [this post].

There is one more reason that may encourage you to go for the audiobook version. You can get it now for FREE. Audible offers you a free trial for 14 days. Even if you get the book and cancel the subscription right away (so that you don't have to pay), you can keep the book. And, don't worry if you lost the audiobook file. Just log into audible.com. You can keep downloading the over and over again.
About the summary: It takes time to finish up a book. And, when you do, sometimes, you want to review what you learn from the book. If you do not make  notes as you read, you might have to go through the book once again. This can be time-consuming when you are dealing with a book. But you can still flip through the book and locate what you are looking for.

However, when the material is an audiobook, it is extremely hard to locate a specific part of content. Most likely you will have to listen to the entire audiobook once again.

This book summary will help solve the pain of having to go through the book all over again.

I am leaving out the details of the books. Most books have interesting examples and case studies, not included here. Reading the original book would be much more entertaining and enlightening. If you like the summary, you may want to get the original from the source below.

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