When you are thinking about how to persuade someone to give you what
you want and before you research, prepare and learn about what the
other guy wants, know what you want.
Know everything that can come of the opportunity can be considered as
a win. Each of those is an acceptable outcome.
True, some outcomes are more acceptable than others. But sometimes you
won’t get your first-tier outcome, and a lot of times, it won’t be
because of anything you did or didn’t do. If you’re focused only on
your first-choice goal, you could blow a solid secondary opportunity
while you’re busy being disappointed.
There are few situations where you can’t extract something of value—
as long as you’re prepared to do it ahead of time.
It’s a simple three-step process:
* You saw that one coming, I know. But it’s essential. What do you
want to get from this encounter. What’s the best outcome? Second best?
Third best? Is there a second or third? Now and then, it’s win or go
home.
So now you know what you’re after, and having these outcomes in mind
leads right to the next step.
* This is where locking in your acceptable outcome (AO) is such a
smart move. This step is about mapping out your responses should
something come between you and each goal.
It’s a really simple formula:
a) Go for AO No. 1.
b) If blocked, ask, 'Is AO no. 1 salvageable?'
c) If yes, switch tactics and keep trying.
d) If not, go to AO No. 2.
* Every so often, there won’t be a second acceptable outcome.
Skydiving for example. But seriously, when you’re going after your
dream job, not getting it but knowing that you made some great
contacts is like being told 'Great game' after you just struck out
with the bases loaded in the last inning of the World Series.
Sometimes the classic line is true: Second place really means the first loser.
It’s okay if you don’t always have a backup outcome. Sometimes you’re
in a 'go big or go home' situation, and that’s cool.
Give it everything you have and don’t be ashamed of feeling angry or
hurt if things don’t work out. That happens to everyone.
Courtesy:www.success.com
