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Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now A win-win agreement presupposes that it is possible for you and your client to come to agreement in which both of you are left better off than you would’ve been without a deal. In my experience there is always a path that leads to a win-win negotiation. You might believe deeply that both you and your client can win. But it doesn’t mean that your client is seeking a win-win agreement. They maybe seeking a win-lose agreement. They may believe in order for them to win you necessarily have to lose.You might define a win as helping your client obtain the outcome they need at a price that allows you to be both profitable and deliver that outcome. They might define winning as getting you to help them obtain the outcomes they need at a price that is something less that then you need to generate that outcome and still be profitable. Their win might be getting you to match your competitor’s price and deliver way below what you need to be successful.The Definition of WinIt matters very much how both you and your client define a win. And if it’s wrong for you to try to impose a win-lose on your client, it’s equally wrong for them to try to impose a win-lose agreement on you.If you believe that reaching a win-win agreements means allowing your client to obtain a lower price than you need to succeed and be profitable as their win, you’re really allowing them to create a win-lose agreement. You’re agreeing to what is in fact a win-lose with you on the losing side.Not negotiating, not trying to prevent your dream client from choosing your lower-priced competitor isn’t an option either. If they can’t really obtain the outcome they need at your competitor’s lower price, you’re allowing them to lose. They may feel like they have a win-win agreement with your competitor, but if choosing that supplier costs them time and money, they’re losing.If your intention is a real win-win agreement than the first win needs to be changing your client’s definition of win. If their win can only be defined as you lowering your price, then you are probably making a win-lose agreement. This doesn’t mean that you don’t seek win-win; it means you don’t deceive yourself into believing that this is your prospect’s intention when it isn’t.QuestionsDo your prospects always seek a win-win agreement?How do they typically define a win?How do you define a loss as it applies to you in a win-lose agreement?How do you change how your prospect defines win?
Read Next ONE CEO believes Joshua Pacio won the fight PLAY LIST 00:52ONE CEO believes Joshua Pacio won the fight01:04Team Lakay’s rough start lights a fire under Danny Kingad04:36Joshua Pacio is the new ONE Strawweight world champion01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City Globe Business launches leading cloud-enabled and hardware-agnostic conferencing platform in PH Photo from ONE ChampionshipJoshua Pacio choked out Chinese opponent Lan Ming Qiang to score the quick victory in the co-main event of ONE: Global Superheroes Friday at Mall of Asia Arena.The 22-year-old strawweight out of Team Lakay didn’t waste time as he grounded the Sanda champion for the entirety of the first round until finally locking in and scoring the submission win via rear naked choke at the 4:01 mark.ADVERTISEMENT Don’t miss out on the latest news and information. It was a sweet triumph for Pacio, whose pair of losses to Yoshitaka Naito and Hayato Suzuki both came via rear naked choke.“The two losses I had was via rear naked choke, so I really enhanced my ground skills and I’m thankful to my coaches,” he said.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSLillard, Anthony lead Blazers over ThunderSPORTSMalditas save PH from shutoutWith the conquest, Pacio (14-2) goy himself in the discussion for the top contenders to reigning ONE Strawweight Champion Alex Silva, an opportunity he’ll gladly accept.“I signed here to fight. I signed here to give a best show and that’s my goal, to keep winning and improving,” he said. 2 ‘newbie’ drug pushers fall in Lucena sting View comments Lan Ming Qiang, who was a late replacement for the bout after the pullout of Pongsiri Mitsatit, fell to 1-2 in ONE Championship. Slow and steady hope for near-extinct Bangladesh tortoises John Lloyd Cruz a dashing guest at Vhong Navarro’s wedding MOST READ LATEST STORIES Brace for potentially devastating typhoon approaching PH – NDRRMC NEXT BLOCK ASIA 2.0 introduces GURUS AWARDS to recognize and reward industry influencers Kammuri turning to super typhoon less likely but possible — Pagasa Typhoon Kammuri accelerates, gains strength en route to PH Eric Kelly falls to Brazilian foe in ONE Manila undercard
New Delhi, Apr 21 (PTI) Ecstatic and exhausted in equal measure after becoming the first Indian woman gymnast to qualify for the Olympics, Dipa Karmakar today said she would look to continue scripting history wherever she competes. “I will put every effort to ensure that I keep creating history. My target was to qualify at any cost and I am happy that I have achieved my target,” Karmakar told reporters after returning to the country from Rio de Janeiro to a heros welcome. She booked her Rio ticket with a gold medal in an Olympic Test event. The 22-year-old garnered a total score of 52.698 points in the Olympics qualifying event to book a berth for artistic gymnastics in Rio Games to be held here in August. Apart from being the first Indian woman, she also became first from the country to qualify for the quadrennial extravaganza after 52 long years. Since the independence of the country, 11 Indian male gymnast have taken part in the Olympics (two in 1952, three in 1956 and six in 1964). Her first vault, the much difficult Produnova, gave Dipa 15.066 points, the highest among the 14 competitors. But a poor show in the uneven bars took her points down as she collected 11.700, the second worse among the 14 participants. The Tripura girl secured 13.366 and 12.566 points in beam and floor exercises. “It was very difficult but I have got a great mentor because of whom, I am here. Without him nobody would have known my name,” she said. “To achieve something, you have to take risk. I am thankful that special arrangements were made at the IG Stadium where I practiced and learnt Produnova vault. Otherwise it would have been impossible, so I am thankful to the Sports Authority of India,” she said. PTI PM PMadvertisement
About the authorPaul VegasShare the loveHave your say West Ham boss Pellegrini on Brighton draw: Absolute frustrationby Paul Vegas10 months agoSend to a friendShare the loveWest Ham boss Manuel Pellegrini admitted frustration after their 2-2 draw with Brighton.The Irons came from 2-0 down to draw 2-2 thanks to Marko Arnautovic’s brace.Pellegrini said, “I’m absolutely frustrated. “The most important way that Brighton scores is from set pieces, they had seven goals form corners, and we allowed them to score two goals this way. I don’t remember any other chances for them, but we didn’t create in the first 45 minutes.”
A number of stars have signed an open letter calling for the UK Government to help reduce the suffering of those with mental ill health by increasing investment into the provision of mental health services.Among those who have signed the letter are Bob Geldof, Ruby Wax, Matt Lucas, Joanna Lumley, Sir Ian McKellen, Danny Boyle, Mumford & Sons, Bill Nighy, Graham Norton, Richard Curtis, Alan Rickman, Jennifer Saunders, Dawn French, Richard E. Grant, Miranda Hart, Lenny Henry, Annie Lennox and many more.“As ministers make final decisions on the Spending Review, we urge them to treat mental health equally with physical health,” reads the letter. “We ask for the same right to timely access to evidence based treatment as those with physical health problems.“We accept, and urge ministers to accept, that this will require additional investment in mental health services. But we are strongly persuaded that sustained investment in mental health services will lead to significant returns for the Exchequer, both by reducing the burden on the NHS through the improved wellbeing of our citizens, and by helping people to stay in, or get back into work.”To read the full letter, and sign the petition, click here.
Were the Warriors just unlucky? Their opponents, the Cleveland Cavaliers, were not a particularly good defensive team during the regular season, either overall or against perimeter shooters, although they may be better with Iman Shumpert and Matthew Dellavedova and Tristan Thompson getting more minutes because of injuries. The Cavs forced the Warriors into some bad possessions, but the Dubs also missed on some good looks, shooting just 2-for-11 on corner threes.But there’s also the old adage: Live by the three, die by the three. If your shooters are going to get crazy hot on some nights, isn’t it inevitable that they’ll shoot a bunch of bricks on another, rendering a team’s offense more inconsistent and making it more upset-prone?Let’s look at some data from the 2014-15 regular season. In the chart below, I’ve sorted teams by the percentage of their field goals that were taken from 3-point range. Then I’ve looked at their game-by-game scoring, calculating their scoring range (as I’ll describe it throughout this article) as the span including the middle 80 percent of their games (that is, throwing out their top 10 percent and bottom 10 percent of performances).The Warriors, for instance, averaged 110 points per game in the regular season, while their scoring range ran from 98 points (at the 10th percentile) to 126 points (at the 90th percentile), a 28-point difference. That seems like a wide range … but it’s perfectly normal. The average NBA team this season had a 27-point scoring range. The average range since 1979-80 (when the 3-point shot was introduced) is 28 points.The Warriors weren’t the league’s most three-happy team, however. They were just seventh — behind the Houston Rockets, Cleveland Cavaliers, Los Angeles Clippers, Atlanta Hawks, Philadelphia 76ers and Portland Trail Blazers. So maybe the Dubs were pretty steady, but were those other teams inconsistent?The Cavaliers were inconsistent: Their scoring range spanned 33 points, tied for the second-highest total in the league after Oklahoma City.2Like the Thunder, who dealt with injuries to Kevin Durant and Russell Westbrook, the Cavs went through numerous lineup changes and new “looks” over the course of the regular season. So that may reflect personnel changes more than inconsistency per se. But Houston, which took 39 percent of its attempts from long range (easily an NBA record), had a scoring range of just 25 points, below the NBA average. The three-happy Atlanta Hawks had a scoring range of just 24 points.What’s going on here? Are teams that shoot a lot of threes actually more consistent than others? (Maybe they’re more resilient when facing different types of defenses or benefit from having better floor spacing?)Actually, it’s mostly just because this data is pretty noisy. I ran a regression on all NBA teams since 1979-80 to predict their scoring range based on (i) the percentage of their field goal attempts that came from behind the arc and (ii) their per-game scoring average. Both variables have a positive and highly statistically significant relationship with a team’s scoring range. Teams that score more points have a wider scoring range, and, once you control for that, teams that shoot more threes do also.But statistical significance is not the same thing as practical significance. In the context of an actual basketball team, this result will make very little difference.Suppose, for instance, that a team scores 100 points per game and that 40 percent of its field-goal attempts are 3-pointers — higher, even, than this year’s record-setting Rockets. Its scoring range, according to the regression analysis, projects to be 29.7 points.What about a team that scores 100 points but does so with only 10 percent of its shots being threes? No team has shot such a low percentage of 3-pointers since the 1999-2000 Philadelphia 76ers, but we’ll run the numbers just for fun. That team, according to the regression, would have a scoring range of 28.0 points. So it’s more consistent, but only barely so; its scoring range is only 6 percent narrower. This just really doesn’t matter much.What matters a lot more, of course, is how effective a team is at scoring overall. The Oklahoma City Thunder, as I mentioned, had the most inconsistent offense in the regular season. But their 10th percentile score, 88 points, was still better than two-thirds of the league because they had a high per game scoring average.And Golden State’s 10th percentile score, 98 points, was better than what almost a third of NBA teams scored on average per game. The Warriors will have better shooting nights than they did Sunday, but their bad nights aren’t indicative of a fundamental problem — they’re just bad nights.CORRECTION (June 9, 11:45 a.m.): An earlier version of this article incorrectly said that if the Golden State Warriors had made 3-pointers at their regular-season accuracy rate, they would have won Sunday’s NBA Finals game 117-95. They would have won 111-95. “You’ll shoot your eye out,” I kept thinking while watching Game 2 of the NBA Finals on Sunday. The Warriors hoisted 35 3-point attempts and made only eight of them en route to scoring just 93 points. It was a maddening, sloppy game full of what-ifs. So … what if the Warriors had sunk threes at their normal accuracy rate?1The Warriors shot .398 on 3-pointers during the regular season, which would equate to making 14 of 35 shots. They would have won 111-95.
The sensual nature of modern times has seeped into college football. Offense has never been sexier. Whether it’s Penn State’s Spread HD, Oregon’s wide-open zone read or Florida’s shotgun spread offense, teams are piling up both points and “style points” in recent years. In 2008, Oklahoma rode the arm of Heisman winner Sam Bradford all the way to the national title game, smashing record after record in its path, eclipsing the mark for most points in a season. Four-star quarterbacks Bradford, Tim Tebow of Florida, Colt McCoy of Texas and Jimmy Clausen of Notre Dame, defined the 2009 season. But substance doesn’t always translate to success. None of those teams won the big prize last season. Reigning national champion Alabama relied on a stout defense and a run-heavy playbook that would make Woody Hayes smile in its run to the top. The Ohio State offense will attempt to emulate the Crimson Tide’s winning formula in its push for an eighth national championship. That’s not to say OSU will run a “run and hide” offense a la the 2002 national championship team; anyone who has seen the first three games of the season would testify otherwise. But to attain success in football, one must protect the ball. Before the advent of the forward pass and subsequent explosion of offense in the game, field position ranked a close second. Thanks to the speed and athleticism of modern players, that’s no longer true. But that doesn’t mean coaches have forgotten about it. Jim Tressel believes the most important play in football is the punt. The punt is about as sexy as Larry the Cable Guy in a wet suit. Fortunately for OSU and its fans, the Buckeye offense has more than passed the eye test this year, becoming more Boise State than “three yards and a cloud of dust.” Part of that is because of the maturation of quarterback Terrelle Pryor. The reason Pryor has been given the keys to the sports car instead of the minivan this year is simple: He has minimized his turnovers. So long as No. 2 plays smart football, we won’t see the field-position, run-heavy offense Tressel employed following the Purdue loss last season. In fact, OSU leads the nation so far this season with a plus-10 turnover margin. That bodes well for an experienced team with a stifling defense, a balanced offense and a coach that knows how to close out games. In 2009, Boise State, who finished the season undefeated and beat TCU in the Fiesta Bowl, finished second in the nation in turnover margin. National champion Alabama finished No. 4. The top two teams in 2008? Florida and Oklahoma. The top teams in turnover margin that season? Florida and Oklahoma. If OSU is indeed destined for its eighth national title this year, it won’t be determined by Pryor’s numbers or “style points.” It will be because they didn’t shoot themselves in the foot going for the curvaceous blonde with no brains.
Butler head coach Chris Holtmann directs his team during the first half against Virginia in the second round of the NCAA Tournament at PNC Arena in Raleigh, N.C., on Saturday, March 19, 2016. Virginia advanced, 77-69. Credit: Courtesy of TNSOhio State announced it has hired Butler head coach Chris Holtmann to replace Thad Matta, who was fired Monday. Holtmann, the 14th head coach in OSU history, has agreed to an eight-year contract worth about $3 million annually, according to the press release.The initial report of Holtmann’s hire was first reported by Adam Jardy of the Columbus Dispatch.“Chris is focused on academics, is a high-integrity person, a relentless recruiter with Midwestern ties and a proven winner,” said Athletics Director Gene Smith in the press release. Smith spoke about the importance of recruiting the Midwest at Monday’s press conference announcing Matta’s firing.Holtmann, who agreed to an extension with Butler through the 2024-25 season, spent the past three seasons at the helm of Butler. Last season, the Bulldogs finished 25-9 – Butler’s best record since 2012-13 – and reached the Sweet 16 for the first time since 2010-11 season, losing to eventual-national champion North Carolina.Butler finished with over 20 wins and reached the second round of the NCAA tournament in Holtmann’s first and second years as head coach.He was originally hired by the Bulldogs as an assistant coach in 2013, and spent a season in the position. In October 2014, he was named interim head coach when Brandon Miller took a medical leave of absence. Butler went 10-4 before the interim tag was removed on Jan. 2, 2015.The 45-year-old began his head coaching career at Gardner-Webb in 2010. His first two years in Boiling Springs, North Carolina, his team finished 11-21 and 12-20. But in his third and final year, the Runnin’ Bulldogs improved, achieving a 21-13 record and earning Holtmann a job offer as an assistant coach from Butler.Prior to being a head coach at Gardner-Webb, Holtmann spent 12 years as an assistant coach at Geneva (1998-1999), Taylor (1999-2003), Gardner-Webb (2003-2008) and Ohio (2008-2010). He was an assistant under former OSU assistant John Groce at Ohio.He has experience recruiting in the Buckeye State, as Butler reeled in commitments from Ohioans in each of its past three recruiting classes. His 2017 recruiting class is the No. 34 ranked class in the nation, according to 247Sports, and features 6-foot-6 small forward Kyle Young, a four-star prospect from Massillon, Ohio.In six years as a head coach, Holtmann owns an overall record of 114-85 and has reached the NCAA Tournament appearances on three occasions.Matta, who also coached at Butler, won 337 games at OSU, the most in program history. He presided over a program that reached the Final Four twice and reached the NCAA Tournament on nine occasions. Matta’s OSU teams won five Big Ten championships and won the conference tournament four times in his 13 seasons.
Real Madrid defender Sergio Ramos maintains there are no cracks in the Spain camp after the shocking sack of their manager Julen Lopetegui eve of the World Cup tournament and urged his team-mates to move on quickly.The 2010 winners open their World Cup against Portugal in Sochi on Friday as new coach Fernando Hierro takes over. Ramos insists they will not change their plan for the tournament simply because “there is no time”.“We need to move on as soon as possible. These have not been pleasant times at all,” he said, according to Sky Sports.“For me, personally, it was a more delicate moment but I can assure you that these problems provide an opportunity to grow.Zidane reveals Sergio Ramos injury concern for Real Madrid Andrew Smyth – September 14, 2019 Zinedine Zidane has put Sergio Ramos’ availability for Real Madrid’s trip to Sevilla next weekend in doubt after withdrawing him against Levante.“Julen has been part of all the preparations for this World Cup. (But) Spain needs to come before any individual. As soon as possible, let’s move on from this and focus on the World Cup. That is better for everyone.“There are no cracks. We are all individuals and we all think differently, but the collective idea is the same. We are here to go for the World Cup.“The reality is that we will change little, we don’t have time. We have clear ideas and we are not going to change our concept of how to play football one jot.”Spain are one of the favourites despite the change and some controversial omissions from the squad by Lopetegui, including the likes of Cesc Fabregas and Marcos Alonso. They also face Iran and Morocco in Group B.