The ability to fully master yourself is predicated upon the ability to cut through the narratives thrown off by your limbic brain in situations of stress to tap directly into your sensations and be at peace with them.
The ability to master the environment is predicated upon the ability to physically execute upon a series of actions which in the process yields a corresponding set of sensations and results.
The ability to master other sapiens and mammals is predicated upon the ability to bend them to your will, namely the disciplined application of the carrot and the stick. In Sapiens, it is necessary to utilize narratives to manage their limbic brain.
Any property in nature brought to its extreme form counter-intuitively appears on the surface to be its exact opposite. High levels of Self-mastery on occasions gets perceived as Sociopathy by the casual observer.
Forecoming social experiment: To practice exploiting the unsuspecting street tout without yielding a single dollar.
- Steve Jobs, by Walter Isacson
- The Elon Musk blog series, by Urban Tim
- Titan: the life of a John D Rockefeller, by Chernow Ron
- Anabasis, Xenophon
- Mein Kampf by Adolf Hitler
- The everything store: Jeff Bezos and the age of Amazon by Stone Brad
- The Facebook effect: The inside story of the company by Kirkpatrick David
- Machina by Sebastian Marshal
- Be slightly evil, by Vankatesh G Rao
- Sapiens: a brief history of humankind by Yuval Noah Harrari
- Why the west rules for now by Morris Ian
- Analysis of Arabic Street tout aggressive sales technique by Gary Teh
- Observations in Sudan by Gary Teh
- Summary of learnings into the subject of Mundfulness by Gary Teh
If you want to scale beyond your own physical efforts, you will need to be able to convince others the importance of what you are doing. When you are successful at that you will be able to elicit their muscles to work for your own cause.
To be able to elicit their muscles, you will need to be able to tell a good story. If you read the book titled “Sapiens” by Yuval Harari, story telling is a technological innovation by the human species that has enabled large numbers of people to coordinate their efforts based around a single endeavor. It is one of the main causes for the human species’ predominance in our environment.
This innovation is enabled by our limbic brain which understands things based on narratives. Compelling narratives elicit an emotional response resulting in human motivation and corresponding action.
As a product manager working on the core product as opposed to growth, the primary focus is the narrative as opposed to the metrics.
The primary job of the executive is to “fight” for resources to further his agenda. The way he does so is by telling a compelling narrative to the company.
As opposed to a demagog, a good product manager tells a story, backs it up with data and delivers his promise. The demagog gets his resources by telling a story but never delivers anything of substance.
Learn to tell a story. That is a very important skill set acquire if you haven’t done so.
Inspired by conversations with Ved.
- Be willing to live with ambiguity
- Be resilient
- Maslow hierarchy of needs
- Be willing to live beyond stage three most of the time – surpass the need to be liked
- Don’t be conflict adverse
Dealing with the decision maker
- When present with a proposal, don’t ask for something specific in return but let the other person offer up an item for exchange
- Get the other person to commit first
- Always flinch when proposed something
- Never say yes to the first offer
- Ask for more than you expect to get
- Never be too eager to close the deal – they will give away half of his/her negotiating range
- Shut up and wait after delivering a rejection or delivering the details of a proposal
- Always negotiated in absolute numbers instead of percentages
- Convince them that you are the only one that could solve the problem
Finding the decision maker
- Ascertain the person you are dealing with is the actual decision maker
- Do not present yourself as the decision maker
- When possible always defer to higher authority. The more vague and abstract the better
- Seek to neutralize the other person’s Higher Authority Gambit ( also watch out for good cop and invisible bad cop)
- Appeal to their ego
- Get their commitment that they will take the proposal to the committee with a positive recommendation
- Use the qualified subject to close (assume close)
- Example: let’s sign the deal and put in the condition that it will be closed unless the following conditions occur
Things to watch out for
- The value of a service greatly diminishes after its been performed
- Negotiated your fee before you do the work
- incomplete disagreement over one issue that could kill the whole agreement
- Propose to set aside the issue and discuss the other details based on the assumption that we will be able to sort out this issue as some point
- Create momentum by solving other smaller issues first
- both sides are still talking but not making progress
- Create momentum by solving other smaller issues first
- Change the dynamics by altering one of the elements
- lack of progress frustrated both sides causing conversations to come to a halt
- Keep an open mind about deadlocks – they happen sometime
Tactics to watch out for and utilize
- Good cop / bad cop
- Red Herring – they ask you for something impossible to divert attention so as to get something they want out of you
- Cherry picking – if on the receiving side, Don’t deal
- ask for itemized breakdown
- Learn so much about your competitors that they would see it as a waste of their time to go talk to them
- The deliberate mistake
- They offer a good deal to you and then realize from their boss the terms no longer apply
- Acting dumb to make their feel OK and cause them to let their guard down
- Don’t get thrown off by their tactics just focus on the concession you are targeting for
Powers of concern
- Reward power
- Coercive power
- Reverent power –
- When people invoke the power of traditions. The power accumulated by doing things consistently
- How to neutralize it:
- Demonstrate exceptions do exist
- Demonstrate that times have change
- Situational power
- Always do enough research so that you can challenge the situation
- A man who takes away the freedom of another man is a prisoner of hatred
- To make peace with an enemy, one must work with that enemy. The enemy becomes one’s partner
- After being branded a radical revolutionary, to be perceived as a moderate was a novel experience. I knew I could react in one of two ways, i could choose to scold him for his impertinence or choose to listen to him. I choose the latter.
- In family issues we remain friends but Politically we are in opposite and antagonistic camps
- Like the reign of all great leaders, he keep his people united. People of all walks of life and different points of views all remained loyal to him not because they all agreed with him but because he listened to and respected all different opinions
- There is nothing like returning to a place unchanged only to find ways in which you yourself has altered