Management 02. Sales + Negotiation. Behavioral, again. Leadership profiles. The science of persuasion. Do you trust me?

1. Personal Branding
2018 / @JoanTubau

2. Management 02. Sales + Negotiation

4. Influenced by emotional factors
Negotiate with a hot coffee. Or after the dessert

6. The Art of the Deal (Donald Trump)
1. Think big
2. Protect the downside and the upside will take care of itself
3. Maximize your options
4. Know your market
5. Use your leverage
6. Enhance your location
7. Get the word out
8. Fight back
9. Deliver the goods
10. Contain the costs
11. Have fun

7. You get up 2.5 million $, any asshole in the world knows what to do: You get a house with a 25
year roof, an indestructible Jap-economy shitbox, you put the rest into the system at 3 to 5 percent
to pay your taxes and that's your base, get me? That's your fortress of fucking solitude. That puts
you, for the rest of your life, at a level of fuck you. Somebody wants you to do something, fuck
you. Boss pisses you off, fuck you! Own your house. Have a couple bucks in the bank. Don't
drink. That's all I have to say to anybody on any social level. Did your grandfather take risks?
I guarantee he did it from a position of fuck you. A wise man's life is based around fuck you.

9. 15 Rules for Negotiating a Job Offer (Deepak Malhotra)
1. Don’t underestimate the importance of likability (remembering names!)
2. Help them understand why you deserve what you’re requesting
3. Make it clear they can get you; 4. Understand the person across the table
5. Understand their constraints (facts on your side are better)
6. Be prepared for tough questions; 7. Consider the whole deal
8. Focus on the questioner’s intent, not the question
9. Negotiate multiple issues simultaneously; 10. Don’t negotiate just to negotiate
11. Think through the timing of offers; 12. Stay at the table
13. Avoid, ignore, or downplay ultimatums of any kind
14. Remember, they’re not out to get you; 15. Maintain a sense of perspective

10. How can he / she sell your proposal to his / her boss?
Brands. Not maximizing value, but minimizing regret

12. Conflict resolution
I don't see things as they are, I see them as I am

13. How to Win Friends and Influence People (Dale Carnegie)
How to win people to your way of thinking
1. The only way to get the best of an argument is to avoid it
2. Show respect for the other person’s opinion—never say: ‘You’re wrong’
3. If you are wrong, admit it quickly and empathically
4. Begin in a friendly way; a drop of honey catches more flies than a gallon of gall
5. Get the other person saying ‘yes, yes’ fast
6. Let the other person do the talking
7. Let the other person feel that the idea is his or hers
8. Try honestly to see things from the other person’s point of view
9. Be sympathetic with the other person’s ideas and desires
10. Appeal to nobler motives
11. Dramatize ideas / Throw down a challenge

14. Self-exclusion messages. Make them say NO
Nowhere to hide. Managing your ego, vanity

17. Are you willing / can you afford to say NO?
A matter of credibility. How powerful is your position?

21. System 1 / System 2. Equilibrium?
Not 0-100, of course. Taleb vs. Thaler

24. Efficiency of self-deception. In leadership positions
Going all in, irrationally. The power to bind oneself

28. You fake it until you make it
... to fool yourself into action

31. Social norms, guaranteed commitment (Haidt)
Lower transactions costs among blood relatives

34. How to win an argument? Talk to S1 first, reason later
Smart, adjusted suggestion. Avoid direct confrontation

37. Get the social rule before enforcing your policy
Cultural factor, UPF vs. Richmond. Tax reform?

42. Let them say the first price. Expected: 'Negotiable'
Salary discussion after the decision has been made

44. Real estate: Anchor, relativity, loss aversion, 'free'
Arbitrage opportunities. Should we discuss ethics?

48. Self-serving bias. Mou, The Special One
Halo effect. External CEOs look prettier

49. Confirmation bias. The problem with social networks
New information seeks to confirm preexisting belief

58. Hindsight, ex post explanation. Predictability illusion
I see what I want to see. I'll wait for the leader action

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67. Negotiation role-play