Hi! Welcome back. Before I continue with my blog post on Jim Camp’s thirty three rules from his book Start with No! I’d like to send my prayers and best wishes to my fellow neighbors in Southern Indiana and Northern Kentucky who lived through yesterdays’ furious tornados. I live just north of Louisville, KY in New Albany, Indiana and last night it was reported that there were 23 tornados in the Louisville, KY area alone; so it was quite an usual day weather wise and many of those affected by yesterday’s storms will never forget it God bless you.
Today let’s look at five more of Mr. Camp’s rules for negotiations. As I wrote last time as I read this book I thought about my efforts to start my organizational and staff development business called Yurway Coaching Consultants and apply these rules to that process, here are today’s rules:
· The only valid goals are those you can control; behavior and activity.
· Mission and purpose must be set in the adversary’s world; your world must be secondary.
· Spend maximum time on payside activity and minimum time on non-payside activity.
· You do not need it. You only want it.
· No saving. You cannot save the adversary.
How true is the first rule about the only valid goals are those you can control? How many times have you worried about things and got all worked up over issues that later never happened? I’m finding as I get older that I can only do what I can do, if I handle those items that require my attention on a daily basis that’s the best I can do. The issue may not work out to my satisfaction but at least I know that I did all I could do and did it to the best of my abilities at the time. Sure after it’s over I might review my efforts and see areas where I could improve on if I get a chance to do it over, but I don’t regret attempting to handle the issue. In a negotiations you can only control your actions and behaviors what your opponent does and how they react is not under your control, don’t fret about it stay on task.
The second goal about the mission and purpose being set in the adversary’s world means to look at the issues being discussed in a negotiation from your adversary’s point of view. Since as we saw last time that everyone has the right to say no, keeping focused on your opponent’s needs will help you move the process forward. That’s not to say that you forget your needs you don’t you just attempt to address their issues first.
Spend maximum time on payside activity and minimum time on non-payside activity means to concentrate on those items that affect monetary issues. I guess it’s like Steven Covey’s “First things first” mantra if you are negotiating issues that involve something of value spend most of your time addressing those issues whether that be your client costs or revenue, or your revenue and costs.
I honestly forgot Jim Camp’s point about needs and wants so I’ll move on to the final rule for today no saving. You are not Christ! You cannot save your adversary nor should you. What you should try and accomplish is to meet their needs for which you are in negotiations or business for. Your adversary may certainly have additional issues that lie outside of the scope of your negotiations don’t get involved with them you will only get sidetracked spend too much time on non-payside activities and probably won’t help your adversary anyhow. In order to be successful within a negotiation, satisfy your adversary’s needs and meet your requirements you must maintain your focus.
Do you see some relevance in these five rules? Can you apply any of these to your next negotiations or business transaction? I hope so until next time thanks for reading my post and all my best! Jer.
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