I like to cut to the chase on a lot of discussions, since it seems we often spend a lot of time dealing with issues that aren't really central to a challenge or a problem. One of my favorite questions is: what's the idea or perfect outcome? Too often when we approach a significant conversation, sales event or meeting, we spend a lot of time worrying about the powerpoint presentation or the meeting room amenities, and fail to focus enough thought and energy on what's important. Imagine for a minute that all the other stuff doesn't matter. What's most important to accomplish in the negotiation, meeting or event, and how do you get what you want out of the event?
What would be the absolute best outcome for us? In a sales meeting, that might be getting a purchase. If building a new partnership, that might be getting the most favorable terms. Once we've identified our best outcomes, we then need to think about the steps and tasks necessary to achieve that outcome. Let's focus on those, then we'll think about our secondary and tertiary outcomes and how to achieve those. Don't get lost in the PowerPoint presentation just yet. Spend more time thinking about your objectives and how to achieve them. That's what's important.
This is a bit of a two way mirror however. Using this technique you need to be able to put yourself in the shoes of the person or group you'll be meeting with. What's their ideal outcome from the meeting? Can you understand their thought processes and where they will come out in such a discussion? If you can, then you can compare your "ideal" outcome and the things that can make that happen, with the "ideal" outcome of your negotiating partner.
A good negotiator tries to focus on the items that are very important to his or her team, while acknowledging the items and issues important to the other team, and comes to the table aware of the conditions for success. Why do you think the discussion during the Korean war centered around the size and shape of the negotiating table? Because that threw off our negotiators and kept them off-stride. They shaped the debate in a way that was not even about things they cared about, just as a method to deter discussions about real issues.
Maybe it's just me, but I think we worry far too much about the shape of the table or the size of the PowerPoint font, and not enough about the real issues in any meeting, negotiation or event. I learned this a few years ago in a joint sales presentation I gave with probably one of the most impressive sales people I've ever met.
I came to the meeting with pages of PowerPoint, 4 color collateral and a prepared presentation. I spoke for 15 minutes with lots of props, using all my sales techniques. When I was done, the person I was partnering with on the deal spoke for 4 minutes. No slides, no PowerPoint, no materials.
He told the buyer why he was there, what his firm could do and why it was important, and his credentials. He discussed why the issue we were meeting on was important and several methods to fix that problem. He went directly to the heart of the matter and presented several options. I learned a lot in that meeting from watching a person go directly to the heart of the matter, who understood what was important to him and what was important to the buyer.
We all get too easily distracted by all the other "stuff" in a meeting or relationship. Ultimately you should be able to get everything you want to communicate and "win" on a 3x5 card. Maybe one day I'll be willing to go to a sales meeting with that card and nothing more.
The blog about the perfect outcome is an excellent one. Often I have realized (or had someone point it out to me) that I spent a lot of time and effort on activity that was irrelevant to my goal.
It also applies to interactions among people. Counselors point out that a lot of irritating behavior arises from people "fishing" for compliments or recognition without admitting that is what they want. It's usually much easier to deal with when people come straight out with a clear statement of what they want.
Like this: you can all now acknowledge the brilliance of this comment. Thank you.
Posted by: Random Name | February 17, 2006 at 03:57 PM