GET WHAT YOU WANT
Book Review - I LOVE NEGOTIATING BY SAM TRATTLES
If you’re looking for a quick unconventional training session on Negotiating, with clear outcomes, then look no further; pick up this book by an Australian woman, Sam Trattles.
As soon as you accept that you’re not amazingly brilliant at negotiating, then it’s time to learn. I rated myself, in the book’s nifty questionnaire, as a Dabbler/Adventurer opposed to being labelled an Avoider or as a skilled Master Negotiator (which we all aspire to be).
I work with so many people, more so women, who lack confidence in themselves with their superb abilities, who need to know how to practise the skill of negotiation. In our world where there is a lack of Diversity and Inclusivity, we need to take our own lead and get skilled.
Negotiation is simply coming to an agreement or sense of satisfaction that you’ve had a fair exchange of value. Whether you’ve purchased a new pair of shoes, charged for your services or asked for a pay rise, you’re justifying value. As Sam reminds us, many of us have grown up with price tags; we don’t barter and literally carry the baggage of ‘accepting what we see’.
With a refreshed positive mindset, a programmed brain which avoids the Amygdala taking control (thanks to Judith Glaser, Conversational Intelligence being referenced) it’s time to do your preparation which is all about research and experimenting with your ‘game plan’.
Sam quotes Brian Tracy, renowned for the ‘eat your frogs first’ approach – get the hard stuff done first. If you’re uncomfortable with the negotiation, go in with the ‘fake it until you make it’ mask and remind yourself, if I don’t ask, I don’t get.
The final step in the negotiation process is to Close. Yes, too often we don’t bring things to a close. If you find yourself stuck at this stage, then take a ‘toilet break’. Yep, go to the Loo, and think. Make the other party sweat while you pull your thoughts together. Be prepared to walk away if it’s not a fair exchange.
If we’re to agree that we’re in a Negotiation Revolution, as Sam suggests, then we all need to get cracking. Let’s start asking for a pay rise, change of working hours and that extra Pizza when you order your takeaway tonight!
I really found this a worthwhile read. Save your money, no need to invest in the training course! However, for many of you, you’ll want your hand held – so follow up Sam Trattle to get the master to hold you accountable for the learning and application into your life.
This is a super resource for people I coach and mentor (I’ve already referred two people to the book) and I’d like to thank Lynne Cazaly to recommending the read. (I notice that you’re thanked in the book Lynne!)
I’m endeavouring to read 52 Business/Professional/Personal Development books in 52 weeks. Yep, that’s one a week. As I read each book, I’ll share my thoughts, learning and recommendations. If there is a book that you’ve been meaning to read, let me know and I’ll read it for us!