The WHODO
Before you walk into a meeting, send an email or start a call, take a minute to think about what you want to achieve.1. WHO are you talking to? This is the decider, your prospect, the person who, by direct action, can get you the result that you want.2. What do you want that person to DO? This is your call to action – the single, specific action you want him to take.
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Book of the Week
Getting to Yes: Negotiating Agreement without giving in
by Roger Fisher
From AudioFile Everything in life is a negotiation. This updated edition of the bestselling classic offers well-researched advice to businesspeople hoping to increase sales and resolve conflicts. Narrator Murphy Guyer's leisurely pace and clear delivery make the material especially accessible. Additional readers dramatize problems, adding a sense of reality missing from many business manuals. The book, based on research from the Harvard Negotiation Project, offers a unique approach to conflict resolution as the authors explain how to separate problems from personal agendas, how to "increase the size of the pie" rather than making the slices smaller, and how to take the "charge" out of polarized positions. R.O. © AudioFile 2006, Portland, Maine
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