I’ve read, edited, and indexed a good number of business advice books over the last eighteen years, but I have never encountered the humane, common sensical, considerate approach that Loomis has to people relationships in business. First I was privileged to proofread his book, Getting the People Equation Right in 2011, and in 2012, I received Both Sides Win to peruse (I don’t get paid to review books, just to proofread them, by the way).
This book is just genius in its directness and simplicity in dealing with customer negotiations. Like all of Loomis’s books, it’s clearly organized and easy to read through. Only three steps to great negotiations here: Get curious, know your value, understand your personal power (you’ll want to make a poster out of these and hang it up to remind you). You need to read the book for the details on how this works and the great examples Loomis gives from his own business experience.
And if you aren’t working big contracts for corporate clients, this book is still for you. Loomis’s advice works all the way down to personal relationships. Really. It’s about people, regardless of the level of interaction.
My biggest takeaway, and one I still use on a daily basis, is “get curious.” I’m one of those people who likes to talk about what I know, give advice, and guess what you’re thinking. Both Sides Now finally got through to me the importance of asking questions and not making assumptions. So now when I’m trying to figure out where someone’s coming from, I shift to coming up with a question, and that gives respect to the other and constitutes true listening. Much more gets accomplished this way, on all levels.
Especially if you are quoting projects and negotiating contracts (large or small), or even for negotiating personal relationships, listen to Loomis (and get his book at Amazon here). He knows.