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)
It’s said that a breakfast of bacon and eggs demonstrates a partial commitment from the chicken, but a total commitment from the pig! More negotiations are lost through lack of commitment and persistence than for any other reason. Commitment and persistence are, respectively, power chosen decisively, and power applied over time.
Many people are cautious, fearful, or tentative in bargaining and in life. In the trenches, when they’re feeling the pressure, they don’t know how to stand firm, make demands, call the other party’s bluff, “ask for the order,” or close a deal. Some give up at the first twinge of their own fear and lack of confidence. Fear of failure or rejection may loom so large that failing without trying seems preferable to risking failure. Such anxiety is the anticipation of failure. Commitment prior to effort is the antidote to anxiety-based fear, and commitment over time is the engine of success for any meaningful goal you hope to accomplish in any field. This committed approach has kept many at the table and still in the game, finessing and probing to improve their position and “snatch victory from the jaws of defeat”. This commitment to persist – continually pushing aside fear or any other emotion that tells you to give up when things get hard, is a power that will often break through and overcome obstacles the world and the other party in a negotiation put between you and your goals. Commitment is a 100% effort.