Mañana Man Expands Hostage Assault —DeWese
You must convince yourself that you are a creative salesperson. You must believe that you are an innovative negotiator. Your state of mind, namely self-confidence, is critical to successful selling and negotiations.
You must believe that you have the ability to persuade the other person or you are doomed before you begin. Understand and be mature enough to realize that although you will not prevail in every case, you will at least have learned something new about yourself, your skill, selling or negotiating and, as a consequence, you will be better the next time.
Learn to Work Together
Never tell the other person, "I'm creative. I will come up with a solution." Instead suggest, "Surely we can creatively resolve this issue." If you have an idea, say, "You may have given me an idea earlier." If you are fresh out of ideas, ask, "Do any ideas come to your mind?"
Finally, whether it's selling or negotiating, resolve that you are going to study your craft at least once each year. Read a book or attend a seminar. Smug self-satisfaction is an insidious disease.
And then, ultimately—this is trite and you've heard it often—selling like negotiating must be a win/win. You make the other person a winner and you become a winner. Viewing yourself as the conqueror and the other person as the vanquished is destructive behavior.
I've got to end this. It's time to bake the bread and start the stew for the hostages' evening meal. After supper, I'm going to make them sit around the campfire while I teach them a few negotiating principles. I may have to slap a few of them upside the head to make my points.
Meanwhile, you guys and gals need to get out there and sell something!