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Why you don’t want to work with a Scrooge

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 few months, we will bring you the traits needed to succeed at the art of negotiating.

(Courtesy of PersonalEmpowerment.co)

74 Magnanimity

Magnanimity is the expression of an abundant, expansive, generous nature. The lack of magnanimity reveals the opposite character – a penny-pincher, a stingy chiseller chipping away among the shavings for small savings. Most people admire and are drawn to a magnanimous nature, and are repelled by a stingy nature, in or out of a negotiation.

Magnanimity, generosity of spirit, has its own charisma. It is infectious. It inspires a similar expansive, generous impulse in others, even in the other party in a negotiation. Stinginess inspires a similar contracted response in others. When you are stingy, people are unlikely to respond with warmth or generosity. Most people would prefer to be expansive and magnanimous in spirit, to be warm and generous, even in a negotiation. But they often need help. Your magnanimity is often the help they need to access the same quality within themselves. Even in a negotiation.

However, if the opposing party is committed to stinginess, to taking advantage and to not reciprocating, there is no point in continuing to practice magnanimity in that situation. That would be “casting pearls before swine,” as the saying goes.


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