Meetings That Get Results by Brian Tracy

Author:Brian Tracy
Language: eng
Format: epub
ISBN: 9780814437063
Publisher: AMACOM

Define the Perfect Outcome

When we sat down at 9:00 a.m. in their offices, I told them about my preparations. I asked them, “If the outcome of this meeting was perfect, what would you like to see accomplished?”

They had been expecting a long, complex negotiation. However, when I asked them this question, they opened up immediately and told me exactly what their situation was and what they wanted to accomplish. I compared their requests with my notes and found that we only had about three or four areas of difference. Everything else was mutually agreeable.

So instead of going through the many pages of contract provisions, we focused on the three or four areas of difference, quickly reached agreement, and concluded a very successful negotiation by 11:00 a.m. The agreement that we entered into lasted for many years and was the basis of a large amount of additional business that we engaged in together. And it took only two hours.

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