Celebrating Failure: The Power of Taking Risks, Making Mistakes and Thinking Big by Ralph Heath

Author:Ralph Heath
Language: eng
Format: mobi
Publisher: Career Press, Incorporated
Published: 0101-01-01T00:00:00+00:00

You must finish to fail. Finishing

means you’ve given it your all;

even if you fail, you’ve done your

best. if you quit, you’ve given up.

The number of races I have won outright in my life can be counted on one hand, and I would still have one or two fingers left. The few times I was out in front were each an incredibly exhilarating feeling. You are so pumped up because you are leading; the adrenaline is pulsing through your body, and the experience feels effortless. When running, it feels as though your feet are off the ground. When cycling, it feels as though you are flying downhill with the wind at your back. Whatever drug your body is producing should be illegal, because you are so high you have an unbelievably unfair advantage over your competitors. Winning in business is the same way. When your company is out front on a new business pitch, you are flying. Everything seems to come your way. Even mistakes can be magically transformed into positive events with the right words here or there.

The question is: How do you bring back that can-do winning attitude to the business negotiation table? Where do you find the confidence and swagger that you had before the process of negotiation wore you down and stole your compromising spirit?

It is hard work to maintain a welcoming and compromising attitude, but maintain it you must. Keep in mind that negotiations are not personal, and it is merely a game to see who is most skillful at negotiation. Those who play the game best usually walk away with the most money or the best contract or whatever the winning booty happens to be. As soon as you feel your language become confrontational, focus on turning it positive and “can-do.”

CHAPTER INSIGHTS

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