Jim’s techniques can be summed up in seven points:
- Build rapport. Take an interest in the person you are talking with,
show you like them, and listen to their point of view. Use charm and
flattery to enhance people’s liking for you.
- Be clear what you want, and politely ask for it. Negotiators should
always ask for a final concession.
- Be confident and stand your ground. Keep your emotional register
pretty flat. This way, you come across as credible and authoritative.
- Give the impression that you know something others don’t
– to intimidate them from taking risks. “Don’t you think that…”
- Give a single clear reason in support of your argument.
- Do people favours by supporting them and by conceding minor points,
so they owe you a favour in return. This works in negotiations and on
a team level. Call in those favours soon after.
- Harness your supporters to create an alliance against anyone who
disagrees – then isolate them.