Your Presentation Moment of Zen September 6, 2011

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"A fool tells me his reasons.  A wise man persuades me with my own." --Aristotle

There is a clear nexus between effective negotiation and effective presentation.
In order to get what you want, you need to be able to present your ideas in an easy to understand and easy to support way.

The best negotiators give their counterparts a reason to listen and to buy in.
How?  By doing their homework and finding out what their counterpart wants, why they want it and what concrete results the counterpart is looking for.

Then they can present arguments that balance thier counterpart's needs with their own interests, in a WIIFY and KISSS presentation.  The counterpart is easier to persuade when his own ideas are highlighted in the presentation.

WIIFY=What' In It For You?  (see May 4, post)
KISSS= Keep It Short Sweet and Sexy  (see April 18 post)

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