Gaining Cooperation

Gaining Cooperation is designed to help anyone who deals with customers on a regular basis. Sometimes customers can be uncooperative. They may not want to sign a form, give information, or supply documentation, even if it is to their benefit. This book provides the reader with a simple three- step process to not only getting the customer's cooperation, but to improving customer service. Some basic maxims are outlined and explained to help the reader gain the cooperation they are looking for. Maxim #1 : Great negotiators never argue with reasons, they argue with facts. Maxim#2 : You never have to prove anyone wrong, you only have to prove yourself right. Maxim#3 : People will consider your point of view to the exact degree that you demonstrate you understand their point of view. This book relies heavily on the "acknowledgment tool" to help the reader see that a little bit of empathy can go a long way.

Carl Van, Professional Speaker, graduated from California State University, Sacramento where he received his bachelor's degree in Insurance. He began his business career in 1980, moving up the management ranks and culminating in Vice President/General Manager of a 600 employee company. He is currently President & CEO of an international training company. Mr. Van has been an instructor for numerous educational associations, and is the author of over 75 technical and soft skill workshops being taught throughout the U.S., Canada, Newfoundland and the U.K. He has set up 5 in-house training programs for various companies throughout the nation, and has written over 30 articles for many national magazines. He has written over 50 articles in various trade magazines, and has been quoted in various articles and books throughout the United States and Canada. Mr. Van has been a keynote speaker at major conferences around the country, a trainer at an international U.S-Japanese executive training program, a guest speaker at hundreds of association seminars, and selected as the opening presenter at some of the most prestigious conferences in the nation, including the ACE national conference. He is the Dean of the School of Performance, and has served as Regional Vice President of the Society of Trainers and Educators. Me. Van is owner and publisher of his own educational magazine, as well as owner and board president of his own annual educational conference and a bi-annual Executive Management Academy. He is the author and presenter of four on-line video training courses, as well as the author of two highly acclaimed books on the characteristics of truly exceptional employees which have sold in the U.S., Canada, Guam, Australia, England, Ireland, Singapore, Chile, India, and many other countries around the world.