There are two items of Good News. The first is that, in working through the ICON9 tools and methods, we have been learning negotiation skills all along. Taking Control starts with the Encounter Process – this provides an invaluable structure to work with. Without such...
This video has taken a quick look at the first of the Challenger 3 Ts : Taking Control. As we have seen, this does not mean taking a Ghengus Khan posture in client meetings. Rather, it is a question of being sufficiently assertive to ensure that my presonal and...
It may sound presumptuous to want to Take Control. I am just one person, working in a team within a large organisation, supporting a client in another large organisation. Why should anyone let me Take Control? Aren’t there enough managers around who can do that? I...
Consider the following example … I meet a client to discuss a product problem, and the meeting has the following outcome: They agree to gather more data on the problem I agree to run certain tests We agree on a call in two day’s time to assess progress Did I...
A prospect asks me to visit them in order to present something about my company’s solutions. I make a good presentation – everyone is happy. They thank me, saying that it has given them new ideas. We have lunch together and part of good terms. Did I take control? (or...
