NEW BOOK
“Trump Style Negotiation: Powerful Strategies and Tactics for Mastering Every Deal,” by George Ross, John Wiley & Sons, $24.95
Millions see George Ross seated at The Donald’s right hand on “The Apprentice,” but 702 saw him in action as he negotiated real estate deals with them. He closed those deals not by being hard-headed or underhanded. Ross simply used human nature, time and simplicity to his advantage.
Ross believes successful negotiation requires mutual trust, rapport and satisfaction. Trust means bargaining in good faith. Both parties must want to get a deal done on terms acceptable to both. Rapport deals with the communications side of negotiation. You have to be able to convince the other side you can work together before you begin negotiating.
Satisfaction replaces the notion of negotiating to win with the premise that negotiating isn’t about one deal, it’s about the next deals. If you negotiate for the last nickel, the other party may give in but may refuse to do business with you the next time.
–Jim Pawlak, BizBooks
NEW BOOK
“POP!: Stand Out in Any Crowd,” by Sam Horn, Perigee, $22.95
Start developing POP–Purposeful, Original, Pithy–messages by answering Horn’s W-9 Form questions.
The “W” stands for writing. Relative to answering, she provides this advice: “Just get paper and pencil, sit down and write it as it occurs to you. The writing is easy–it’s the occurring that’s hard.”
She’s not kidding. Don’t be surprised if you find yourself fine tuning answers to previous questions as you go down the list: W1–What am I offering? W2–What problem does my idea or offer solve? W3–Why is it worth trying or buying? W4–Who is my target audience? W5–Who am I, and what are my credentials? W6–Who are my competitors, and how am I different from them? W7–What resistance or objections will people have to this? W8–What is the purpose of my pitch? W9–When, where and how do I want people to take action?
Study your answers to find one benefit or characteristic you offer that is unavailable elsewhere.
–Jim Pawlak, BizBooks
