CHAPTER 3
The EASY Process for Treating Negotiaphobia

A New Day for Jay

As Jay climbed out of bed the next morning, he was fully committed to the one viable career option for him moving forward from this point in his life. He had read in a Ken Blanchard book that “people change when the pain not to change exceeds the pain to change.” Jay had experienced his evening of pain, and his decision was to completely embrace the change that hit him yesterday like a slap in the face. He was committed to taking full advantage of the opportunity to learn what promised to be a simple process to treat his negotiaphobia and thus significantly enhance the profit contribution generated by his territory.

When Jay kissed an apparently fully recovered Laura good-bye, she told him to try to have a good day. He responded that he intended to have not just a good day but an outstanding day.

“What kind of transformation did you have last night?” Laura asked.

“I got a strong dose of perspective and reality. Love you, sweetheart,” was Jay’s smiling response as he waved good-bye, patted his heart as he always did for her, and then quietly closed the door.