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Embrace the ‘no’

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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)

31 Courage

The decisive attribute that determines your success as a great negotiator is possessing the courage to ask at the correct time: “Have we now got a deal?” This ability to “ask for the order” is what separates the high-income-earning top negotiator from the technically skilled, educated negotiator who is always “second-chairing”.

Another decisive attribute of a great negotiator is the courage to accept rejection, to embrace it, to learn from it, to let it roll off your back and move on to the next negotiation. This quality is strengthened, not weakened, by the “no”. Many kinds of courage define a great negotiator. Here are a few more:

  • The courage to operate beyond your comfort zone, to ask the tough questions, to press for more information, to sit calm and present in the awkward silences
  • The courage to persevere and stay on track when the negotiation gets tough and you’re feeling the fear
  • The courage to fail and try again repeatedly, to keep learning from your mistakes and refining your skill, technique, and character
  • The courage to admit your mistakes and learn from them, and not blame anyone or anything else when things fail (Only when you can assume total responsibility for perceived failure can you rightfully take credit for success).
  • The courage to go beyond safe strategies and familiar territory, set your sites higher, accept challenges, and take greater risks for greater rewards
  • The courage to hang on and hang tough until the tide turns in your favour
  • The courage to walk away from the grand prize if it comes at the price of your integrity and at the cost of sacrificing your ethical or moral principles

Courage allows you to stretch and grow beyond your fears and limitations, to take on the challenges and calculated risks that allow you to become all you truly can be. Courage is therefore essential to being a great negotiator, and a great human being.


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