How to Negotiate

Money? Are you embarrassed about it? I heard a quote last week from TV presenter Anne Robinson, famous for “You’re the Weakest Link, goodbye”. She said “my best business decision is always to have been unembarrassed about negotiating a decent deal. Not being coy or shy about money is second nature to me.” I’ve always been coy around money, I’m sorry, it’s me. I’ve always had to work hard for mine starting at age 12 when I trawled the streets of Weybridge at 5am delivering newspapers. As a result, when…

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Sharing the Love

Interesting title and a really useful influencing technique. It works by associating yourself with someone else who already has something about them that you would like to “borrow”. In 1997, in the aftermath of Princess Diana’s tragic death, the Royal Family’s reputation amongst the British public was at an all-time low. Prime Minister Tony Blair, however, had enormous popularity having just won a landslide election earlier in the year. He decided to help Prince Charles by “lending” him his popularity. In a TV interview shortly after the accident, he was…

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