Andy Black
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Here's an interesting take on this.
I was on a course on Tuesday and the guy giving the course contended that the most important skill for a business person is the ability to "control the silence". (I can't remember exactly how he phrased it - I'll check my notes later.)
In a negotiation you say your price then you need to shut up and wait for them to speak. You don't undo yourself by continuing to speak.
When you ask a question you shut up and let them answer. You don't answer it yourself.
According to Blaise, anyone can get to the line, but it's our ability to hold our nerve at the crucial moment that will allow us to get across the line and bring our biggest wins.
It's how we handle ourselves in these tiny yet crucial moments that can make the biggest difference.
Food for thought.
I was on a course on Tuesday and the guy giving the course contended that the most important skill for a business person is the ability to "control the silence". (I can't remember exactly how he phrased it - I'll check my notes later.)
In a negotiation you say your price then you need to shut up and wait for them to speak. You don't undo yourself by continuing to speak.
When you ask a question you shut up and let them answer. You don't answer it yourself.
According to Blaise, anyone can get to the line, but it's our ability to hold our nerve at the crucial moment that will allow us to get across the line and bring our biggest wins.
It's how we handle ourselves in these tiny yet crucial moments that can make the biggest difference.
Food for thought.
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