Obnoxious Stubborn Illogical
If you have ever been in a discussion and started to think that the other party is obnoxious, stubborn, and illogical then youwere probably having an argument or negotiation that was not going as you would have liked. If you ﬁnd this happens toooften for you then this paper will be of value and of interest.We have all experienced similar situations. The funny thing is that just about the same time we are feeling that the otherperson is obnoxious, stubborn, and illogical, they are feeling the same things about us.Often these situations do not end well, one party is left unhappy with the out come. Many people just accept this saying thatthere is always a loser in every argument. This does not have to be the outcome. Lets look at such a situation and use it toillustrate a process that can used to create a much better outcome for both parties. Please read the excerpt below from ournew book, you join the story as Peter enters Paul’s ofﬁce. Peter has called a short meeting so he can put an opportunity tohis boss.
Peter knocks on Paul’s door and enters quietly without waiting for Paul to say come in. Peter takes a seat opposite Paul athis desk. Paul saves what he is doing on his Macbook air, closes the screen, and looks up at Peter indicating by doing sothat Peter can begin.“Paul, MacKey Co my supplier for controllers are for sale and we have a great opportunity to buy them at a knock downprice. We need them and we will make a killing”. Paul says “Hang on what are you talking about. I am not sure we need anymore companies just now”.“But Paul you do not understand we can make a huge killing here, these kind of opportunities do not come up very often.”“Peter”, Paul says, to stop the enthusiastic outpouring, “What is the logic for this acquisition ?”“Paul ever since we have been dealing with MacKey they have been struggling to make enough money. The owner MichaelWoolly has always been moaning about the difﬁculty of making money. Over the past few years more and more of hiscustomers have been shifting their business to low cost countries. He has decided to sell up, and with the proﬁts at the levelthey are now we should be grabbing this opportunity.”“OK Peter, so it sound like you have seen an opportunity, but there are thousands of opportunities coming up every day allaround the world, we do not need this. You are already busy with your current operation, you do not have the time to takeon any more. I do not want to take this business on. I am not going to support or approve this.”“What! Paul this is ridiculous, we can easily cope with Mackey and they can do other work for us, which will spread theoverhead over more product and make them very proﬁtable. You are not making any sense. We are in business to makemoney. We have to take opportunities like this when they come along.”Paul interrupts. “NO I have made my decision - I do not want any more discussion. We have a strategy and a plan we arenot going to jump on just any idea that comes up.”Goldratt-TOC LtdHow To Win Arguments
Tuesday, 20 January 2009 © John Tripp 1994 - 2009
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