Part I
By J.Sewell Perkins, SCI
At Success Coaches Institute we offer, among other things, two courses that generate tremendous interest – How to Sell Anything to Anyone and Winning Negotiation Strategies. The interesting thing about these courses is that they are sought only by those who make their living selling or negotiating. Others don’t seem to feel the need for such courses and many actually insist they have no need for such courses because they NEVER sell and certainly NEVER negotiate.
NEWS FLASH: If you’re living on planet earth and ever speak to another human being, you are selling and/or negotiating on a regular basis. The negotiation may be as simple as deciding where you and your partner will eat dinner or who takes the convertible on a sunny day, but have no doubt about it, you spend most of your waking hours selling or being sold and/or winning or losing negotiations.
Most people speak in patterns, patterns they learned at an early age. That, then, means they think in patterns and once you identify the way a person thinks, you have a much stronger chance of prevailing in an interaction with them. The key factors involved in all but reading the mind of another are: speech patterns, the words they choose to use, intonation, body language and, of course, any information you are able to gather about the person in advance of a meeting with them.
Anyone who has taken either of our courses mentioned above would be able to read you like a book. The words you choose, while important, are in many cases completely ignored by the savvy negotiator and as they focus in on the patterns of speech, intonations and body language. Let me offer you an example:
You’re sitting behind two really talkative people on your flight from one coast to the other. While you’re not in a position to observe their body language, you can hear every word spoken and are aware of the intonations. From the sound of their voices you guess that they are around the age of 29 or 30. One says to the other, with great excitement in her voice, “I’ve finally made the decision to get rid of Robert and am replacing him with the handsome pothead I stumbled into on my last trip back east.” The other woman expresses approval, indicating that she had always found Robert to be disgusting and would be glad to see her friend get rid of him. What have you heard? What opinions did you instantly form about this young woman and her companion? Take a moment to consider what the two young women were actually saying.
In studies simulating this situation, the conclusions drawn were greatly varied. Less than two percent of the people polled felt they didn’t know enough about the situation to reach a conclusion about what they heard. Everyone else condemned the women, particularly the one getting rid of Robert. Some of the questions asked were:
What does getting rid of Robert mean?
The speculation ranged from the belief that she was just dropping him for another guy, a guy who was really into smoking marijuana, to the idea that perhaps she planned to throw him under the bus, literally.
If she’s so crazy bout this new guy, why does she refer to him as a pothead?
The majority suspected that she also was a marijuana user and that pothead was their affectionate nickname for each other.
She isn’t really going to kill him, is she?
That would be awful. If she doesn’t want to be with him anymore she should just tell him and let him get on with his life.
Why would she discuss something like that in a place where other people could hear it?
Such personal things are better kept in private. I don’t feel right about having heard something like that.
Now, forgetting the questions and comments of those who actually heard the conversation, write down your thoughts about it. Decide the following:
Who are these young women?
What is their affiliation with each other?
Who is Robert?
What must be wrong with Robert that the friend found him so disgusting?
What did getting rid of Robert actually mean?
Have you just heard a plan to murder someone named Robert?
Why replace him with a pothead, handsome of otherwise?
Could you wind up having to go to court to testify at to the conversation you overheard?
How serious is all this and what are you inclined to do about it, if anything?
Will it stay stuck in your mind if you never get the answers to this mystery?
Once you share with me what your take is on this scenario, I’ll be glad to share with you -
THE REST OF THE STORY




