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N E G O T I AT E T O W I N

Use dipl o m ac y

’ve been called a master negotiator because I usually get
Iwhat I want. I negotiate to win, and then I win. My process,
however, isn’t necessarily what you would expect. I spend
lots of time preparing for negotiations, which usually gives
me the edge.
When most people hear the word negotiation, they usually
picture stone-faced adversaries who glare at each other across a
conference table and argue over every little point. That’s not
how I work. A better example is how I went about buying
40 Wall Street.
I was interested in acquiring 40 Wall Street for years. I fol-
lowed the building as the neighborhood changed, tenants moved
out, and real estate values plunged. I watched as it changed hands
and was finally purchased by the Hinneberg family who ran it
from Germany. I learned as much as I could about the family,

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