Common Ground
This is a preview of a concept contained in The Personal MBA by Josh Kaufman, a book that will help you master the fundamentals of business, hone your business instincts, and save a fortune in tuition. The Personal MBA distills the most powerful principles of business and delivers them quickly and concisely. Order your copy now…
What is “Common Ground”?
“A compromise is the art of dividing a cake in such a way that everyone believes he has the biggest piece.” — Ludwig Erhard, politician and former chancellor of West Germany
Key Points:
- Common Ground is a state of overlapping interests between two or more parties.
- It’s far easier to reach Common Ground if you understand the needs of your Probable Purchaser.
- Aligning interests is critical to reach Common Ground, and consequently, a Transaction. Sales isn’t about convincing someone to buy what they don’t want.
- Negotiation is the process of exploring different paths to reach Common Ground. The more paths you explore, the more likely you’ll find interests that overlap.
Questions for Consideration:
- How much common ground do you have with the party you’re negotiating with?
- What do they want, and how can you help them?
- What potential options could you explore?
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