CHAPTER 8Your One Minute Drill in Practice

Drilling for Black Gold

“Jay, do you really think we can review the three steps in the negotiaphobia treatment in a drill that just takes one minute and end up with the negotiation strategy that gives the best chance for success?” Eduardo asked.

“Well, Eduardo, the ideas Dr. Pat has come up with are pretty simple and straightforward,” Jay replied. “I like the EASY approach of engage, assess, strategize. I have already developed some ideas about how to change my negotiation strategies with several clients and prospects. What about Anderson Industries for you? Much of the time he was talking about collaboration, I was thinking about how you always thought there was so much opportunity over there. Didn’t ...

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