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Beliefs Impact Negotiations

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“In Business As In Life – You Don’t Get What You Deserve, You Get What You Negotiate” – Chester Karrass

Do you believe that statement? I don’t! However, at first glance it seemed to be a very valid statement to me. Then I began remembering several contradictory experiences which caused me to conclude that, to become a successful negotiator–you must believe that you deserve what your asking for!

One of these experiences occurred during a beautiful sunny, but cool, early fall day in South Carolina. A colleague and I were considering a business proposal that included meeting nearly 100 fascinating people, making a difference, earning a significant amount of money and a beachfront view. Irresistible offer? It was–until the following words were spoken in a rather firm tone:
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Negotiations Made Easy

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Sometime ago a friend, client, and business partner of mine informed me that the VP of Finance at a company contacted him for advice. In their face-to-face meeting, this young gentleman, who was fresh out of college, humbly admitted that the company which used to generate about $25 million a year was quickly approaching Niagara Falls’ edge.

You see, unfortunately the company’s executives made some errors in judgment that apparently threatened to wipe the company out. In fact, by the time that initial meeting occurred, the company was over three quarters of million dollars in debt without any significant revenue. By the way, it was the only time I’d ever met men willing to admit they were in over their heads.
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