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Chutzpa – trust that stroke of genius

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Negotiation touches every part of our lives. Relationships in business and in our personal lives are negotiated. And the skills to do it effectively can often mean the difference between getting what you want or losing out. You don’t get what you deserve, you get what you negotiate!

In the first section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the characteristic traits of a great negotiator are explored in short, bite-sized nuggets of advice.

Over the next 132 days, we will bring you the traits needed to succeed at the art of negotiating.

(Courtesy of PersonalEmpowerment.co)

15 Chutzpa

“Chutzpah,” a Yiddish word, means gall, brazen nerve, effrontery, audacity. Leo Rosen, in The Joys of Yiddish, defines “chutzpah” as “tht quality enshrined in a man, who, having killed his mother and father, throws himself on the mercy of the court because he is an orphan”.

Chutzpah can work for or against you in a negotiation. Like a sharp sword, it can sever trust at the wrong moment and, at the right moment it can be a deal-making stroke of genius. Chutzpah is best used as a strategy of last resort, when all seems lost, or when you have nothing to lose. At the eleventh hour, when an impasse is reached and neither side will give, chutzpah—as in an impudent, audacious remark—can break the tension and create laughter or a delightful dismay that gets things moving again, and gets the parties over the finish line.


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