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How to Negotiate Your Best Deals 

In the world of negotiation, understanding the dynamics of the conversation is crucial.  

Know Your Position: The Favorite vs. The Fool

In any interaction, there’s a favorite and a fool. If you don’t know which one you are, then you’re likely the fool. The favorite is the one expected to win, the top choice. If you’re the favorite, you should never cut your price. On the other hand, if you’re the fool, your primary role might be to offer a lower price. To determine your position, ask the simple question: “Why me?” The answer will reveal whether you’re the preferred choice or just another option.

Negotiation is About Changing Lives

While hostage negotiation is about saving lives, business negotiation is about changing lives. A successful deal can provide a better life, a bigger house, or a superior education for your children. The key is to ensure that deals are beneficial without leaving a trail of resentment.

Collaboration Over Competition

Mark Cuban’s philosophy of winning at all costs is about outperforming competitors, not undermining colleagues. In negotiations, the goal should be to work together to arrive at a deal that neither party had imagined. This collaborative approach ensures that both parties feel involved and valued.

Velocity of Deals Matters

Making a great deal once every few years isn’t sustainable for a professional career. Instead, focus on the velocity of deals. By turning negotiations into a collaborative process, you can make great deals regularly, changing lives in the process.

Winning Without Burning Bridges

It’s tempting to dominate and win at all costs, especially when starting a business. However, the best practice is to win without ruining relationships or burning bridges. This means looking out for the other party and ensuring that the deal is beneficial for both.

The Power of Timing

In business, timing is everything. Recognizing opportunities and seizing them at the right moment can lead to monumental success. However, relying solely on serendipity isn’t a sustainable strategy. It’s essential to be prepared and execute effectively when the universe smiles upon you.

In the intricate dance of business negotiations, understanding one’s position, fostering collaboration, and valuing the pace of deals are paramount. Yet, beyond the strategies and tactics lies the heart of negotiation: building lasting relationships. As we navigate the world of commerce, let us remember that our actions today echo in our future interactions.

Merrill Charette

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Merrill Charette

Marine Industry Digital Agency

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