The Go-Giver Influencer by Bob Burg & John David Mann

Author:Bob Burg & John David Mann
Language: eng
Format: epub
Publisher: Penguin Publishing Group
Published: 2018-04-10T04:00:00+00:00

* * *

—

“Sure, that’s fine. Ten o’clock. Yup. Thanks, Ms. Waters.” Jackson Hill clicked off, set his phone down, and frowned. Another meeting? So soon?

All that day Jackson worried about it. He tried not to, but it was like working a sore tooth with your tongue: he couldn’t stop himself.

The moment he sat down to dinner that evening Walt dragged it out of him. How was the deal going? It was going fine, Pop. Really? Didn’t sound fine. What happened today? Well, he’d been summoned for a second meeting—not the Friday meeting, that was still on, but an interim meeting. Why? Jackson didn’t know. Something must be up.

“Of course something’s up,” said Walt. “She went and talked to Mr. Corner Office, that’s what’s up. Now she’s going to corner you. Ha!” He chuckled at his own joke.

“See,” he said, and he popped a bite in his mouth and worked his jaw.

This was one of Walt’s favorite conversational tactics. He would start a sentence with just a word or two—“See” or “Thing is” or “That said”—and then he had the table locked down. You couldn’t say anything yourself, no matter how long he paused at that point to eat, drink, or whatever, because if you did, you’d be interrupting.

Jackson waited.

“See,” Walt said again after another bite or two, “you told her you didn’t need the company’s actual backing, just their underwriting. That was a tactical mistake. You never tell ’em what you actually want. That’s suicide.

“You need to use the Compromise. Tell them that you need—absolutely, positively, nonnegotiably must have—something that’s way more than what you’re really looking for. You want to walk out of there with the moon? Tell ’em you need the whole solar system, nothing less will work. Knowing they’ll say, ‘Listen, we can’t do the solar system; best we can do is the planet Earth,’ and when they do, and you say, now all generous and agreeable, ‘Hey, I want to work with you here, let’s split the difference, just throw in the moon as a gesture of goodwill, and me and my people, we’ll figure out how to make it work without all those other planets.’ You make ’em feel like you’re meeting them halfway, when what’s really happened is, you’ve maneuvered them into giving you what you wanted in the first place.”

Jackson said something halfway between an agreement and an argument, but it didn’t really matter what. Walt wasn’t listening. He was chewing, gazing off at nothing. Jackson knew that look. He was reliving his glory days.

“Then there’s the Stall,” he continued. “You find reasons to keep the process moving along—slowly, slowly, stumbling block by stumbling block, meanwhile you’re waiting till the last possible minute to make your biggest ask. The more you can string someone along, the more they feel invested in the deal and the more likely they’ll succumb to any last-minute demands, unfair as they may be. ‘I can’t believe they’re pulling this on me at the last minute, but I’ve been

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