Winning Through Intimidation was a popular book back in the 's that still holds some valuable lessons for us today. Some people are turned off by the title. I was. I don't really want to intimidate anybody or push anyone around. Unfortunately, in business we must face the reality that the environment is closer to a jungle than a playground. People we are dealing with will use intimidation to exploit us, if for no other reason than to promote their own interests.
|Published (Last):||7 February 2006|
|PDF File Size:||19.60 Mb|
|ePub File Size:||15.91 Mb|
|Price:||Free* [*Free Regsitration Required]|
You either acknowledge reality and use it to your benefit, or it will automatically work against you. Most people wish that business took place on a nursery school playground, with fairness being enforced. The reality is that the game of business is played in a vicious jungle. Hope for the best, but realistically assume the worst. No matter how well prepared you are, only a small percentage of deals actually control, because there are an endless number of factors beyond your control.
Each negative result is an educational experience from which you can extract lessons learned, and then forget about the negative result. Hard work will not, in and of itself, assure a person of success. Work only on things that are relevant. All the buyer cares about is cash flow. What matters is what he puts down in writing. You are going to die. Therefore, you should go after all you can get, as quickly as you can get it, because the reality is that your time is limited. In 50 billion years, the sun will burn out and the Earth will be a frozen ice ball.
Nothing you do now could possibly matter then. Life is a game, and play to win. Then he tries to grab all of your chips anyway. However, in the end, he tries to grab all of your chips anyway. In business, no one ever does anything for anybody else without expecting to gain something in return.
However, you must be prepared to be above it, or reality will knock you back down. The problems most people have in reaching their objectives revolve around the fact that they constantly allow themselves to be intimidated. The results a person obtains are inversely proportional to the degree to which he is intimidated. You need to maneuver yourself into a position of power. Always have everything in writing. Performance: Be the best at what you do and deliver. Be fanatical about execution.
This backs up your Image and Legal Power. If there are questions, dig out the answers yourself if necessary, rather than waiting for someone else to do it.
Every interaction was designed to show the buyer or seller that they needed to sell Ringer on working on their deal. When he went to meet them, he brought along everything that he might need, from typewriters, to law books, to secretaries—so that nothing could hold up the deal, and to intimidate the hell out of people. Ringer would have a contract done and signed on the spot, rather than waiting and allowing time to pass.
The longer a person fiddles around with something, the greater the odds that the result will be negative. Time is always against you when trying to make a deal—any kind of deal. If boy plays it cool, then girl wants boy. Before a person closes any kind of deal, he always worries that there may be a better deal down the road. To combat the effect of these factors, bring the deal as quickly as possible to the point where the money is on the table and the papers are ready to be signed.
If necessary, fly a secretary to the office to pick up the documents and hand deliver them. You MUST take matters into your own hands and move swiftly once you smell victory. At the crucial moment, the great quarterback takes control of the game. Attorneys are not subject to intimidation like normal people, but if you cower, they will smell blood and strike.
Instead of being tough or humble, play it cool. Be calm and matter of fact. Adopt an air that indicates you have no concern over the deal, that everyone knew the deal would happen. Here are many ways we can handle that particular point. As a last resort, indicate the willingness to walk away. There will almost always be several major undisclosed deal-killers that pop up at the 1-yard line.
Soften the blow by setting expectations with the buyer ahead of time. That way, the dirty laundry reinforces your posture of expertise. The best way to bluff is not to bluff.
Wealthy people are good bluffers because when they threaten to walk away, they mean it. Draw a clear line, and stick to it. Tip: To turn text into a link, highlight the text, then click on a page or file from the list above. The Book Outlines Wiki log in help. Log in to edit this page. Winning Through Intimidation Page history last edited by jason 9 years, 1 month ago.
Winning Through Intimidation by Robert J. Prepare yourself for long-term success by being prepared for short-term failure b.
Uncle George Theory a. Theory of Relativity a. Theory of Relevance a. Thirty Year Theory a. Ice Ball Theory a. Three Type Theory a. There are only three types of people in the business world i. Then he tries to do just that.
Leapfrog Theory a. Theory of Intimidation a. Posture Theory a. Types of Power a. Money: The ability to walk away—nice if you can get it b. Image: The ability to prompt respect c. The 5 Steps of Sales Success a. Obtain a product to sell b. Locate a market for the product c. Implement a marketing method d. Be able to close the sale e. Generating Image Power a. Ringer used a spectacular, expensive, hard-bound brochure to intimidate potential sellers.
Every interaction was designed to show the buyer or seller that they needed to sell Ringer on working on their deal c. Makeable Deal Theory a. Phrasing Matters a. Try to avoid looking legal and attracting the attention of the Deal-Killing Attorney. Fiddle Theory a.
Attorney Goal Line Defense a. Dirty Laundry a. Bluff Theory a. Winning Through Intimidation. Page Tools Insert links Insert links to other pages or uploaded files. Pages Images and files.
Insert a link to a new page. No images or files uploaded yet. Insert image from URL. Printable version. Join this workspace. To join this workspace, create an account. Recent Activity. Show 0 new item s. View Edit. Pages Images and files Insert a link to a new page Loading Insert image from URL Tip: To turn text into a link, highlight the text, then click on a page or file from the list above.
Robert Ringer’s Winning Through Intimidation — NOT What You Think
You either acknowledge reality and use it to your benefit, or it will automatically work against you. Most people wish that business took place on a nursery school playground, with fairness being enforced. The reality is that the game of business is played in a vicious jungle. Hope for the best, but realistically assume the worst. No matter how well prepared you are, only a small percentage of deals actually control, because there are an endless number of factors beyond your control. Each negative result is an educational experience from which you can extract lessons learned, and then forget about the negative result.
Winning through Intimidation: How to Be the Victor, Not the Victim, in Business and in Life
Winning Through Intimidation