Since the dawn of marketing, professionals have asked simple questions to construct objectives, strategies, and tactics. At the most basic level, the issues haven’t changed. WHO are you trying to: ? Address? ? Influence? ? Reach? If the answer is anyone and everyone, you are wasting time and resources. Step back and find your “specific […]
Set the conducive environment Their office is their territory. Your office is your territory. In either case, there are interruptions…colleagues, emails, phone calls. Their office, you put up your guard. Your place, the other side will be tempted to put up their guard. Find a restaurant with a pleasing ambiance. You are at ease, and […]
The quotes by world statesmen may be confusing without the right context. “There is more to life than increasing its speed.” – Gandhi “Never leave that till tomorrow which you can do today.” – Benjamin Franklin The tendency is to follow the most straightforward and comfortable path. But, almost always, the more robust way is the right […]
There is usually an excellent reason for something: for doing it, for not doing it. Often we tell the other party this reason. We then think of another idea, and we give that as well. Then a third reason occurs to us, and we add that in for good measure. The problem is that each […]
Knowing what you need to know is essential to negotiating well and deriving a better result. So, ask the right questions and then listen to the answers carefully. Every major negotiation, domestic or international, succeeds or fails because people chose to listen or not listen to the other side. When not listening, most likely, they are also […]
“Let’s set up a conference call. We are not too thrilled with your customer service and support. And, of course, we will see if we want to continue to spend this kind of money. We will discuss our contract at the meeting.” This was the call my client received from a significant customer of his […]
As a negotiator, do not inadvertently create a competitive environment or transfer power to the opponent. Sounds simple. Not. Why not? Because it is linked to your behavior. Your behavior based on assumptions you have made and the expectations you have created on the other side. Expect the opponent to be competitive, the other party will become […]
Why do people write history? Why are the events and biographies recorded? Is it because they make a good read and will sell a lot of books? No. The primary purpose of history is to teach and encourage curious minds to learn from others’ experiences. It is said that education and experience teach us a […]