I’ve recently read Pitch Anything by Oren Klaff.
It’s an interesting book, on the back someone’s written “move over Neil Strauss – Pitch Anything is the new the Game”. I think I can see why – they both inhabit an area of applied game theory or applied NLP, which when put into words, is likely to be quite polarising.
Pitch Anything explains an approach, or rather a toolbox of techniques, which one can use when trying to negotiate some kind of deal/pitch something to somebody.
A few months ago I read Bargaining for Advantage: Negotiation Strategies for Reasonable People (a very good book I need to reread and write about here) which quite early on explained the difference between co-operative and competitive negotiation strategies. Co-operative negotiators try to find out if there’s other concessions that can be made that might make a deal possible – for example in terms of a salary negotiation – the worker might explain that he’d like more money, explaining his young child needing childcare – his boss might offer instead that perhaps he could work more flexibly and together they could work out something that’d work for both parties – and the could review it in a few months time to see whether it was working. This is a classic example of where competitive bargaining techniques aren’t likely to get the best results.
A competitive bargaining situation might be where you’re buying a used car, you see the car listed for a bit more than you’ve seen other similar cars listed for, and you think it doesn’t look like it’s in such good condition as was promised. In addition, you’re unlikely to see the seller again (NB: a different approach should be taken when buying from a friend) so if you don’t competitively bargain, you won’t get the best deal. You might say you’d see similar cars listed for a lower amount, and you think it’ll need a bit of work doing, so you’re only willing to offer 70%. Then you might stick to that, and gradually move to say ~75%, but only when the seller has moved to ~80-85%.
(If this sounds scary and interesting – Bargaining for Advantage: Negotiation Strategies for Reasonable People is amazing.)
Most people have a native default to either co=operative negotiation styles, or competitive negotiation styles, which they prefer to apply to things.
The thing is, a co-operative negotiator and a co-operative negotiator will find a good result and a competitive negotiator and a competitive negotiator will find a good result (though they may not find as good a solution), but co-operative negotiator put against a competitive negotiator will lose out, big style.
Pitch Anything doesn’t cover any of this, nor does it say that in co-operative negotiating situations, you should probably avoid anything written in this book. The author’s background is investment banking, which clearly has a much more competitive atmosphere to negotiating deals.
I think this book is excellent at providing advice on how to teach yourself to approach a specific type of negotiation with a competitive mindset.
Various parts of it might seem like “being a dick” – and I think it’s worth being aware of that. Ignoring someones receptionist, and storming through a building, opening every door asking to speak the managing director *is* rude. In the context of someone who’s effectively stolen $600k your money into a ponzi scheme? Perhaps that what you need to do to show that you mean business.
In fairness, the book makes it very clear about keeping it fun, and like any tools, you can apply them to situations as you see fit.
The book is heavy on detail, and Oren is a master at starting stories and leaving you waiting for the ending (in itself a pretty fun trick), but I think it will be two or three reads through before I’m funny able to grasp his approach from start to finish.
It’s a fun book, and if you’re generally quite a co-operative negotiator, then I recommend it – it’ll improve your confidence in those slightly more competitive situations, (which you don’t like, because you feel people walk all over you).
I’d probably recommend reading the negotiation strategy book mentioned above, first, but feel free to just dive in.
If you’re a traditional sales person, you too, might find it interesting. Basically it’ll throw out everything you’ve ever learnt. It’s polarising, and I suspect many traditional sales people won’t like, specifically because it walks all over them.
Anyway, that was fun. I’ve various other books on the go, and hopefully I’ll write them up when I get to the end of the next one.