Betr.: Negotiation skills

["Philip Wagenaar" <p.wagenaar () accon nl>]

Hi Andres,

As you probarly already know there is no quick answer here. A lot depends on your organization and it's history. But I 
would lke to give you a few pointers in general.

- Try to use cases when telling your story to non-technical partys. Showing real-world examples from other companys are 
always a good way to convince others that your idea is proven-technology-like.

- Take one step at a time. This will not only make it easier for others to understand what your vision is, but it also 
helps getting a green light for a new budget.

- Try to convince at least one person in the group that you need to convince by giving him more attention and also talk 
to him about the project(s) during 'other conversations'. If you have one person in a group on your side it is far more 
easier to convince the rest group.

- Sometimes you can use scare-tactics. Show them a real-worls example of how things can go awfully wrong if you do this 
or that.

- Hire a consultancy company. This can sometimes help to convince others that you are right :-)

- And always make sure that you are convinced 100% before you try to convince others.

With kind regards,

Philip Wagenaar


> > > "Andres Martinez" <artiman () artiman net> 12-03-05 17:12 >>>
Hello everybody, I've been working in IT security during the last 5
years and I'm ready to face my first management position,.The biggest
challenge in this new job is going to be how to change the perception
about security targeting personnel without any technical-background
(besides Windows and Office). I appreciatte your advises and
recommendations, also I'm looking some books about negotiation skills
and how to get the most of the people, any favorite titles ?

Thanks.

Artiman



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