What I Want - Example

A player was debating what he really wanted from his joint venture in Japan.

"We want them to put some money into the deal," he stated categorically.

"Are you sure," I asked him.

"Yes, quite sure."

"Stretch a bit. Is there something you are telling yourself--or you have been told--is impossible that you might just want to consider?"

"No, nothing."

"Give yourself time to think."

"No, I am quite sure."

Two to three minutes of silence followed.

"Nothing at all?" I inquired tentatively.

After several more minutes of serious thought he said, "Well yes. I suppose if you press me . . . what we really want is to take over our joint venture partner ... but you know that is quite impossible in Japan. No one can ever take over a Japanese company."

"I have been involved in taking over several companies and know a number of other successful cases," I suggested.

"You can do that!!? Now if that is really possible, we surely would be interested in that!"

FINAL COMMENTS:

What a sense of power he had -- simply getting the taste that something he had assumed impossible -- that he might have staked his life on as

impossible -- was in fact quite possible!

If he can do it and I can do it, you can do it! It is only a matter of stretching.