Page 152 - Midas Touch

the groundwork for future business deals so the emphasis should be on
fairness and integrity.

People like doing deals with me because they know it will be profitable,
that I work quickly, and that they will be treated fairly. That’s a reputation
I’ve worked for, and it remains intact. It doesn’t mean I’m easy, because

I’m demanding. But I’m not confined by expectations and, more times
than not, the deals work out to everyone’s advantage. When Robert and I
decided to write our first book together, it wasn’t complicated. There was
very little negotiation involved because it wasn’t necessary.

I’ve had instances where I couldn’t believe how much the other side didn’t
know. I immediately knew I could have a grand slam, and fast, just based
on their apparent lack of information and preparation. That always

astounds me. But I’m not out to slam-dunk anyone. It’s just a good idea to
be as prepared as possible with whatever you’re doing. And sometimes it’s
good to play dumb. “It takes a lot of smarts to play dumb,” as the saying
goes. Why? It’s a good way to see how much your negotiating partners
don’t know. It’s also a good way to see if they are bulldozing you. Bottom

line: Trust your instincts, especially if they are well honed.

New entrepreneurs might ask, “How do you hone your instincts?” That
comes with experience, but I think we all have that inner buzzer that goes
off. Heed it. You may not even be able to verbalize it, but it will serve as a
warning. I’ve often advised people to “be paranoid.” That’s a way of
saying to be wary. Another way is to make sure you’re prepared every day.
Make use of the media to be aware of global and national events. Work at

being well versed on as many topics and industries as possible.

Criticism and Conflict
I’ve had relationships with the media that go from the best to the worst.
The good ones last. I’ve done many television interviews with Regis
Philbin, Barbara Walters, Larry King, Neil Cavuto, Access Hollywood, and
many others over the years. I’m a frequent guest, and we maintain

professional relationships, and sometimes friendships, because the respect
goes both ways. There’s professional and personal rapport.

But on occasion over the years, I’ve been skewered by the press—in fact,
on many occasions. But the fact remains that there are a lot of great