Page 58 - How To Get Rich

Don’t expect people to believe your blarney simply because you’re
good at delivering it. The boardroom is not the pub down on the corner.
Make it easy on the people you are trying to convince. Give them
readily accessible metaphors and analogies. If you are too far over their

heads, they’ll feel frustrated or, worse, inferior. Let them know you’re all
on the same level in some way. Use humor. It’s a great icebreaker. I
sometimes tell people that I wish our meeting had been yesterday, because
I was having a great hair day and they missed it!
Convincing other people of how wonderful you are and how lofty your
ideas are is a good way to convince them to tune out or, better yet, to
escape from you as soon as possible. We all need to have a healthy dose of

confidence to be convincing, but don’t bulldoze. If you do, you may see a
lot of people in front of you at first, but the room will soon be empty.
As the adage goes, There’s a fine line between acceptance and
resignation. You want people toaccept your ideas, not merely beresigned to
them because they think they can’t fight back or are just plain exhausted
by you. Don’t browbeat them into believing you. Let them think the

decision is theirs. It will give them a feeling of control.
Here is the golden rule of negotiating:
He who has the gold makes the rules.
If you walk into a negotiation and know nothing about the other party,
letthem talk, listen to their tone, observe their body language, and
determine whether they really want to make a deal or just show you how
smart they are.

Most negotiations should proceed calmly, rather than in a hostile
manner. However, sometimes a negotiation works best after a few screams
and some table pounding.
The best negotiators are chameleons. Their attitude, demeanor,
approach, and posture in a negotiation will depend on the person on the

other side of the table.
If the other party to the transaction wants to acquire something you
own, let them convince you that you really don’t want it or need it. In
doing so, they’ll convince you of just how badly they want it.
Money is not always the only consideration for exchange in the sale of
an asset. Think beyond the traditional boundaries.
Learn the value of saying no. View any conflict as an opportunity.