When you read about Michael Franzese Ex-capo regime, one thing that strikes you quickly is the skill he employs in handling the art of business negotiation. For him business negotiation is neither art nor science but a talent he finessed from his long years in running business that was wrought with crisis and danger in every turn. Here are few gleanings from the capo regime:
1. Never be proud in talking across the table because pride is the most negative influence that can derail your logical approach
2. Use abundantly the following expressions: Please; Thank you; Excuse me
3. Even if your counterpart is lying and you know about that too, do not brand him as a “Liar”. If you do, you have lost automatically
4. Be cautious while speaking to past masters. They are seasoned guys and they can get you easily into a trap when you say something out of hand. You are done!
5. Always scratch the back of the counterpart as he wont to scratch yours too
6. Respect the viewpoint of others. This means you neither dismiss anything what he says, instead reason with him by asking logical and rational questions
7. At the same time you must figure out a way of calling a spade a spade in style
8. Learn how to conduct yourself in dignity
9. Learn the mentality and personality of the opposite number
10. Before entering into business negotiation have broad ides of what you settle for. Here the point is to compromise if you should and to take more if you could
11. You talk less and allow the partners to do much of the talking if you are sitting as a team.
12. On a one to one business negotiation you be the most reserved person and allow the opposite member to do much of the talking.
Cheers!
Muthu
Ashraff Rajulu
Business Strategist
Mobile: + 94 777 265677
E-mail: cosmicgems@gmail.com
Blog: Business Strategist
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