Chapter Eleven: Sales, Negotiation and Influence

Principle Five: Consistency. Being inconsistent is considered undesirable. We go to great lengths to avoid inconsistency. Therefore to influence behaviour it is best to start from a common understanding and build slowly from there. Build on existing commitments.

A true friend: - Won’t lie to protect your feelings, but speaks the truth lovingly and gently. - Won’t judge whether what you’re feeling is right or wrong, instead encouraging you to discover your own truth. - Will keep you from becoming your own worst enemy. - Will celebrate your personal victories with the same excitement as they would their own.

Headwork not Footwork

Know Yourself Knowing ourselves is one of life’s great challenges. “Above all, know thyself” is advice which has endured.

Comparison causes fear. Envy causes fear.

Stay curious. Improve the quality of questions before getting to work on answers. Use more questions to see beyond the obvious answers. Improve group dynamics by ensuring there is enough attention given to asking the right questions. Be interested.

How we relate to fear says a lot about our character.

Here we are either worrying about the past or we are fearful for the future.