Winning is not about having the best strategy. It is about what you want. It is also about what matters to you.
If you don’t know what you want, winning is going to be very had for you. But if you start with your own end in mind, then you will know how to play your game. And you will know when to stop playing.
According to Adele Gambardella, ‘When interacting with a boss, colleague, or someone in your personal life, don’t just listen to the words that are said. Focus on the person’s emotions, themes and word choices, body positions, and the quality of their voice…’
‘Strive to understand a person’s emotional drivers.’
‘Use Minimal Encouragers and Maximum Compliments to get people to open up to you and reveal their true thoughts and feelings.’
‘When you combine the ability to de-escalate with empathy, your power multiplies exponentially. By providing mitigation and not giving in to defensive postures and biting comments, your power will multiply even more.’
‘Changing someone’s mind is a lot more difficult than a formal negotiation. Starting off with your strongest point first is often a mistake because you’re likely to turn off the person you are trying to persuade, leaving them even more entrenched in their position.’
‘Confidence plays a significant role in your ability to convince. Coming off as either over- or under-confident can keep you from effectively selling yourself and your ideas.’
‘While having confidence in yourself, your team, or your company is important, do not belittle your competitors in an effort to build up your side. It turns off your audience.’
‘Business is about give and take, but there is a shelf life for an ask. If you want reciprocity in business- you must act quickly.’
‘Acknowledge the challenges and praise the successes of the people you wish to convince. You will make them feel seen and respected.’
‘When someone is in a heightened emotional state, try to establish an empathetic connection to their concerns, feelings, and perception of reality.’
Source:
Adele Gambardella and Chip Massey (2023). Convince Me: High-Stakes Negotiation Tactics to Get Results in Any Business Situation
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