Posted on by garyjob

Book summary: Start with No

  • focus on goal – action and behavior u have control over. E.g dont act needy in negotiations
  • do not focus on objective – results/outcome U have no control over. E.g. Closing the deal
  • define mission and purpose: it should be based on adversary’s world view
  • dont say no for adversary. Let him take responsibility for his decisions
  • don’t think win win – aka forget about the need to give up ground
  • always phrase questions to elicit any objections he might have – this will help get pass emotional issues to essential issues that need addressing
  • Ask interrogative lead questions to unpack the subject
    • who …
    • what …
    • when …
    • where …
    • why …
    • how …
    • how much …
  • Avoid verb lead questions to avoid skewing the subject’s response
    • can we do …
    • is it …
  • A leaders job is to paint a clear VISION of the PAIN as well as the SOLUTION to remove the PAIN
  • No PAIN = no DECISION
  • Avoid triggering off too much negative or positive emotions
  • budget – always set the budget U want to allocate for a specific negotiation
    • Time n Effort = 1X
    • Money = 2X
    • Emotions = 4X
  • keep a close watch on the budget and make sure the opponent does not drive it above budget
  • never compromise on ur mission and purpose just because u think u have already blow your budget
  • figure out the pain and corresponding budget of the adversary
  • decision maker: figure out who is that person and what is his pain and what is driving his cost
  • Blocker: figure out who are the blockers and use interrogative questions to get around them
  • Blocker: important to have him feel ok

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