You Need This Book by Mark Palmer & Scott Solder

Author:Mark Palmer & Scott Solder [Mark Palmer & Scott Solder]
Language: eng
Format: epub
Publisher: Simon & Schuster

Steve works in a restaurant and wants a day off at short notice. He makes sure he walks out of the door with his boss at the end of the evening – to neutral territory. He takes a few brief (and, of course, pre-planned) phone calls that sound important and make him look busy. He tells his boss he’s helping someone by giving them advice about setting up a restaurant. He mentions he’s had some good tips today – and says it’s because he’s been learning the menu inside out and talking to the customers about the way each dish has been cooked. He asks for the day off. By now it’s hard to say no. And he gets what he wants.

How many celebrity techniques can you see in what Steve did to get what he wanted?

For meetings that you haven’t planned, or are not necessarily formal ones around a big table, here’s what you do. You never allow anyone to catch you unawares. That would be them striking first, and you want to strike first (see pages 106 –107 ) – not them. You say you’re a bit tied up, in a rush, on your way to another meeting, all the time breaking your non-verbal connection (see pages 85 –88 ) with them (for example, turning slightly away, looking at your watch, putting one foot out as if you’re about to stride off). Ask them to call you later to fix a time. You don’t call them. You tell them to call you. If you can. If that would seem rude, then call them after a short delay. Keep them waiting for a bit. Now you’ve got a chance to think in advance about what you want from the conversation and which aspects of your celebrity you can use. You’re back in charge.

If we’re talking about one of those meetings with your boss – and your boss only – in your boss’s office, in all honesty you’re probably not going to be able to move it to your territory. If you can – go for it. If you can’t, don’t worry. As you walk into the office, turn round and close the door behind you. Do not ask if it’s OK. Just do it. Claim some territory in there. Make sure you do it before they ask you to. Take a seat before you’re invited. And if you’re sitting across the desk, claim some of that desk space for your stuff. If you’re both sitting in an informal area – say where there’s a sofa or chairs or something – try to go for the highest area.

Never go into the corner. No one likes being backed into a corner. You want to be slightly looking down at him or her if you can. If not, sit back, cross your legs, look comfortable. Go for the chair over the sofa if you can. If you have no choice but the sofa, then perhaps your back is sore that day. If, on the other hand, your back is notoriously sturdy, take ownership of the sofa with your body.

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