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Start With No:
…many people knowingly spill beans as they fight for the feeling of self importance. Kind of pitiful, but true.
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154 |
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Start With No:
Beans get spilled all over the place, that’s the truth, and your job is to gather up all those beans and put them to good use.
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154 |
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Start With No:
Pain. This is what brings every adversary in every negotiation to the table.
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159 |
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Start With No:
People make decisions in order to alleviate and take away this current or future problem – this pain.
|
160 |
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Start With No:
As a negotiator you can and will make a lot of mistakes, of course, but your clear vision of your adversary’s pain will see you through thick and thin.
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162 |
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Start With No:
In the political and moral realm, you could almost define leadership as the effective painting of the pain shared by leader and people.
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164 |
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Start With No:
…you must never enter a negotiation in which you haven’t seen your adversary’s pain. Never.
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165 |
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Start With No:
People – negotiators – have to feel safe in order to reveal their pain and, perhaps, even to see it clearly themselves.
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166 |
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Start With No:
Paint the pain. When you finally get to the right person in a negotiation, they will often spill the beans and reveal their real pain so that you can fix it.
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168 |
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Start With No:
The clearer your adversary’s vision of his pain, the easier the decision-making process.
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170 |
