Know What You Want to Accomplish Before Every Meeting
JSN was one of the best negotiators I ever worked with.
How did he do it? He took the time to prepare for every business meeting.
He thought out what he wanted to accomplish during the meeting. He considered every possible obstacle that might come up, and figured out how he would respond, jotting down notes on an index card.
As his right-hand man at the time, I was usually in on these prep sessions. I remember how odd I thought it was to spend so much time plotting out his position. That was when I was younger and completely disorganized. Now, of course, I realize it’s why he was so good at negotiating.
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