Friendly Persuasion, part two: Know Yourself
To be persuasive, we must be believable
To be believable, we must be credible
To be credible, we must be truthful. -- Edward R. Murrow
Several years ago I read a book by world renowned sports agent, Bob Woolf titled Friendly Persuasion. The tenets of that book and the very simple markers that it taught me have given me confidence to approach most any conversation.
I have isolated a few of these tenets in an effort to be helpful to those who may also be facing long conversations with hope of agreement.
Part Two : Know Yourself
It is important to know your client. What are their values, their goals, what is important to their life? Become a student of ego, character, intentions and temperament. Insights into character can prepare you for responses.
Know yourself; examine your own ego and your emotions. The most experienced negotiators know when they have to step aside.
There should be no 'demand' in your presentation. Present the case calmly and clearly. Present a positive side, give the reason it is a good thing to do what you need them to do. You must also prepare a negative side to your argument, letting them know that by moving toward the positive will reward them and eliminate unfortunate possibilities.
"It is no use to wait for your ship to come in unless you have sent one out."