Jim’s techniques can be summed up in seven points:
- Build rapport. ï¿½Take an interest in the person you are talking with,
show you like them, andï¿½listen to their point of view. ï¿½Use charm and
flattery to enhance people’s liking for you.
- Be clear what you want, and politely ask for it. ï¿½Negotiators should
always ask for a final concession.
- Be confident and stand your ground. ï¿½Keep your emotional register
pretty flat. ï¿½This way,ï¿½you come across as credible and authoritative.
- Give the impression that you know something others don’t
– to intimidate them from taking risks.ï¿½“Don’t you think that…”
- Give a single clear reason in support of your argument.
- Do people favours by supporting them and by conceding minor points,
so they owe you a favour in return.ï¿½This works in negotiations and on
a team level. ï¿½Call in those favours soon after.
- Harness your supporters to create an alliance against anyone who
disagrees – then isolate them.