By Robert Mayer
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Extra info for How to Win Any Negotiation: Without Raising Your Voice, Losing Your Cool, or Coming to Blows
Sample text
The art of reading people is the art of looking beyond the apparent and beyond the assumed. The art of knowing how people are read is also the art of being “well-read” by others—of influencing how you are read by them. Reading people is about developing insight that goes beyond the obvious. Not everyone has a sixth sense. But if I cannot read you, how will I know how to persuade you? How will I know how hard to bargain with you? Will a simple agreement suffice, or do I need a lengthy contract filled with onerous compliance and enforcement provisions?
OR because, like Ron, their “good judgment” is on the line. As issues become more complex and outcomes less predictable, we tend to become simplistic, relying on gut instincts and premonitions. It is always easier to take a stand than to understand. So, too, it is easier to decide against than to decide for. The persuasion progression is not about showing you are right. People do things for their own reasons, not for yours. The persuasion progression is about helping people see why it makes sense for them to do things your way.
The speaker who never ventured away from the lectern. The speaker who glanced back and forth between pre-prepared remarks and the audience. The wooden speaker who spoke in a dry, lifeless monotone. Imagine: That same speaker is making the same remarks while moving around the room, interacting, and linking with the audience. The speaker is in touch through eye contact, facial expressions, and vocal intonation. Now ask yourself: Which of the two presentations would motivate or move you? Persuade you?