detail in Chapter 10):
■ His boss needed someone to help him network
and communicate in headquarters.■ His boss would be up for a promotion and
needed someone to talk him up to the CEO.My student was able to win the job he desired on the
consumer electronics division. And he’s been talking up his
former boss.
“I was stunned,” he wrote me in an email. “In this
culture it is not really possible to know what a superior is
thinking.”
I have many opportunities to travel the country and speak to
business leaders, either in formal speaking engagements or
private counseling sessions. I entertain them with war
stories, then I describe some basic negotiating skills. I
always impart a few techniques. Getting to “that’s right” is a
staple.
After a speech in Los Angeles, one of the attendees,
Emily, sent me an email:
Hi Chris, I feel compelled to tell you that I just tried
the “That’s right” technique in a price negotiation
with a potential new client. And, I got what I wanted.
I’m so excited!
Before I probably would have just gone with the