Page 124 - Trump University Commercial Real Estate 101

TRUMP UNIVERSITY COMMERCIAL REAL ESTATE 101

The Flinch

I ’ m talking about a small sound or facial expression that communicates
the reflex of displeasure. Imagine that someone told you about a bad

fall that some skateboarder took. What kind of a face would you make?
That ’ s the kind of face you want to make when you fl inch, except more
subtly.
When a flinch is done right — meaning subtle but instantaneous —

it can plant serious doubts in the other person ’ s mind. Try fl inching in
reaction to a monetary offer or when the other party starts the negoti-
ations too aggressively. Don ’ t be surprised if even the most experi-

enced negotiator becomes more flexible, without your even saying
a word.

The Deadline

Deadlines keep situations under control and deliver results. Begin a
meeting by saying you must leave in an hour. Then, when the discussion
starts to wander off - track, move things along by reminding them that
you must leave soon.
You can sometimes motivate people to take immediate action even
if you simply remind them about deadlines, such as the date when your
offer will expire.
I strongly recommend that you do not let your offer hang out there
too long. If you are making an offer on a smaller commercial property,
make it good for 24 hours. When dealing with larger properties, my
standard deadline is three days.
The further out you date your offer, the more likely your seller is
to shop it to other buyers and use your offer to get a better price.
The Japanese are famous for using deadlines to their advantage.

When negotiating with foreigners who fly in to negotiate a deal, some

Japanese businessmen find out when the other person ’ s flight is sched-
uled to depart. They then wine - and - dine the other party and treat him
like a king for days — right up until a couple of hours before his fl ight

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