Prajna Capital - An Investment Guide

PICK YOUR BATTLES CAREFULLY CEOs who sell and negotiate successfully know that sometimes even the most valiant fight may not be worth the potential loss it entails. They know it’s up to them to assign value to the campaign they decide to take on or decline — not outside forces like sales vice-presidents or prospective customers. In other words, good CEOs are more likely to ‘walk’ when they sense there will be no alternative to a bad deal. They don’t negotiate a deal just to say they’ve negotiated something. LEAVE NO LOOSE ENDS Once they take on a negotiating project — or any project, for that matter, — CEOs ensure everything on the ‘hot list’ gets taken care of. They can’t afford to leave any loose ends at a negotiating session, and they commit to following through on all their commitments. You’ll want to do the same. KNOW WHEN TO ASK, NOT JUST WHAT TO ASK FOR Successful CEOs know that you can’t reap what you don’t sow. Their actions always seem to be in accordance with the ‘ebb and...