Notes on Management 300322

 Ace the most difficult negotiations by gauging your skillsets correctly and not transferring power to your opponent. Avoid mistakes such as overestimating their ability and imitating negative behavior. Instead, urge yourself on, listen and ask questions, and go into the meeting well-prepared.

A story that supports your brand makes the customer the hero. Determine your customer's greatest need and let that drive your narrative.

Every story needs a villain. Define your customer's main obstacle and make it the villain that your brand helps them overcome

Make your brand the guide in the story, not the hero. Offer your customer a way forward with empathy and confidence.

Customers trust the guide with a plan. Present your customer with a plan for achieving what they want and mitigating risk.

Challenge your customers to take action. Give them a direct or transitional call to action that moves toward closing the sale.

Customers need to know what's at stake if they don't buy your product. Show your customer how their vulnerability to key risks increases without your product.

Your customer needs a happy ending. Finish your brand story with a picture of exactly how your brand will help them achieve what they want—a win, a change, a holistic experience.
(Emeritus Insights on book Building a Storybrand by Donald Miller)

A fear appeal is a persuasive message that attempts to arouse fear in order to divert behavior through the threat of impending danger or harm. It presents a risk, presents the vulnerability to the risk, and then may, or may not suggest a form of protective action.(Wikipedia)

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Notes on Management 311221

 A job fit needs to meet three criteria. Skill fit, Value fit and Interest fit.

Avoid zero-sum thinking during negotiations.

Negotiate interests, not position.

Average managers play checkers(all pieces same), great managers play chess (more pieces different).

Social loafing is when in a group task, an individual chooses to work less thinking that others will anyway accomplish the task. Decrease in motivation and productivity in group setting.

The Köhler effect occurs when an inferior team member performs a difficult task better in a team or coaction situation than one would expect from knowledge of his or her individual performance.

Peter Drucker uses terms entrepreneurial judo and not invented here, nih, to explain how japanese used transistors to capture the radio market, replacing the vacuum tube radios.

Economics is akin to intelectual prostitution as powers decide what they want and then favour economists who share those views.

Grit is combination of passion and perseverance over a long period of time. (Angela Duckworth)

There is no right decision. There is only the decision itself and the willingness to accept its consequences.
At times, we always assume the worst in people. Someone puts you on a case because they think you are the best. And we think, it was done to put us in our place, which makes us the worst.
Sometimes an emphatic no is the last step you have to take before jumping in with two feet.
(Bluebloods)

BATNA can protect from 4 decision errors
1-Framing Error
2-Escalation of Commitment
3-Overconfidence
4-Negotiation without a standard