Santhosh.

“Discovering the vision behind the status quo and discovering the vision required to change the status quo.” This one statement can be studied for days. Hence it is the difference that I have encountered as I work my way through the Negotiation 101 course and additional CNI reference material.

Another great piece of writing. I am taking your contributions a bit slower and in small doses this week s I think they are to be minutely studied. They are packed with insight and wisdom.

Thank you for your ongoing effort to provide your point of view

SD

There is so much here that I have never stopped to think about or question. I will reflect on the difference between human interaction and human relationship or partnership. My ears now perk up when someone slaps me on the back and talks about a “business partnership” that really isn’t a partnership at all. My clients have ceased to be partners in my mind, they are respected adversaries as are any candidates I interact with.

SD

I have booked time to read the HBR article on power apologies you had referenced. This type of emotional roller coaster behavior is alive and well at my place of business;chasing numbers for the week, month and quarter with out a valid M and P. I will invest time to study the Daniel Pink material you present as well. I am now asking WHY with almost every business action I conduct. Why am I doing this? Who am I doing it for? What is the valid M and P supporting this action, thought and behavior? Whose need am I trying to satisfy or serve? I continue to applaud your writing contributions here at CNI.
In page 92 of Start With No (the CNI bible) as I call it Jim lays out an exact formula of sudy for the beginner. At the foundation is the Mission and Purpose that supports the human performance event occurring. Hence more study and budget investment is required in that area before I move on.

SD

Another excellent concise piece of writing that nails it! I am happy that my notes were able to inspire you. Yes, invalid Mission and Purpose statements are widespread in sales and consulting. The industry is more of a blunt force trauma mindset;take advantage or be taken advantage of. The part of emotional baggage is well pointed out. The emotional dread on both sides of the sales negotiation table can often be cut with a knife.

Shawn Draisey