My Impressions: Start With No

Along with Pitch Anything, this was the other book that was recommended for negotiators to read (on some Amazon review).  Consistent through both books is DON’T BE NEEDY.  

The book starts with some tough love stating win-win is NOT the way to go and provides good arguments for it.  It’s how people get screwed from behind.  The idea of starting with “It’s ok if this deal doesn’t work” really stood out.  Right off the top, it takes away the neediness.  Second, the adversary’s attitude will also be different towards you as “being OK with no” demonstrates some sort of confidence and candid instead of being a little needy bitch.  A very important key is, you want the deal, but you don’t need it. 

Start with NO...The Negotiating Tools that the Pros Don't Want You to Know

Do research.  Ask questions and listen closely.  Know and plan the outcome of each meet. 

Case in point.  This past week I was in Houston visiting packaging companies for my wife’s potential future job (not my job).  We spoke to a few packaging companies about potential future collaboration.  Prior to reading this book and Pitch Anything, I probably would’ve thought nothing about the meeting: no prior planning, basic exchange of ideas, people asking questions, and people giving vague answers.  Having read this book, I saw everything.  We were needy.  We voluntarily gave up a lot of information.  We build an “out” for the adversary.  All the same time while they learned all about our weaknesses and completely dominated the conversation (although they weren’t loud or pushy). 

The book gave me a framework to help me see these situations very clearly… 

While going through the book, it also reminded me a lot of my last job.  The part about tough Korean negotiators reminds me of how PPG bends over for Samsung and Hyundai.  “Bend over backward” was the term because nobody has enough balls to be a disciplined operator.

Looking at my past experiences in negotiations:

          ·        Buying houses

          ·        Buying cars

          ·        Buying/selling insurance door-2-door

I’ve reflected on all the “this is a numbers game” type of salesman, and what I would call “they fucked me and had me nodding” type of salesman.  Then there were a few that were pretty good but just missed the point by a little bit by not understanding how direct I am.  

Goal Setting

I think most of us some point in our times have gone through some sort of goal setting course e.g. S.M.A.R.T Goals.  How many of us actually apply the learning?  Sometimes this is top-down driven where the boss inherits a number e.g. 50 million in revenue, and then his subordinates inherits part of that number.  So on your goals, you will have an allocated number e.g. 5 million dollars.  This is a results, barely a goal.  Behavioral goals would be like, calling x people a day, meeting x key accounts a month…  Make those line items things that you can actually manage/do.  To redefine a “result” into a goal, use leading or lagging indicators.  X number calls will bring Y number of meetings that will likely result in final Z million in revenue…

I get it.  Your boss has a number, and you get a portion of that number.  We can’t change it.  But your personal goals, they can be better goals yeah?  More behavior oriented – less hope oriented.  We all hope for the best, and some people actually take actions to get there.  Set goals with those controllable actions. 

I’d suggest reading this book…  Instant paradigm shift for me.