Nothing Personal Winning at negotiation means learning what to bring to the table--and what to leave at home.
By Marc Diener •
Opinions expressed by Entrepreneur contributors are their own.
For better or for worse, I've spent the past 20 years helping people make better business deals. Some of those deals involved large sums; some didn't. I'd like to use this 50th column to offer personal observations about life at the bargaining table.
First, to paraphrase psychologist Albert Ellis, "No one has to be nice to you." To be thick-skinned yet sensitive to the innards of others is a great gift for any negotiator. Simply being "sensitive" isn't. There's a certain rough-and-tumble to making deals. Make no mistake: Points are awarded for artful deception, omission and obfuscation. If you've got your heart on your sleeve while everyone else is close to the vest, it will not be fun for you. No one goes through life without negotiating. The sooner you get over it, the better.
Continue reading this article — and all of our other premium content with Entrepreneur+
Join the internet’s leading entrepreneur community! With your subscription you’ll get:
- Access to all of our premium content and an ad-free experience
- A complimentary subscription to Entrepreneur Magazine
- Four free e-books a year and 20% off everything from our bookstore
- Exclusive events with business celebrities and successful entrepreneurs
