Leave Something on the Table

JOHN AND JENNIFER ARE NEGOTIATING. Jennifer is pushing to suck every last drop out of the deal. She smiles and excuses herself by saying, “I just wanted to make sure I don’t leave anything on the table. You can’t blame a girl for trying.�

“Yes, Jennifer, I can blame you. I can blame you for not allowing us both to win. I can blame you for never wanting to do business with you again. Thank you. I hope to never deal with you again and I’ll be sure to let anyone I do business with know the same.�

Though these words are not said aloud, you can be sure John means every bit of it behind his cold smile and slow nod.

Who, then, is the loser in this negotiation?

I believe you should leave something on the table. When you are hoping to deal with someone again, leave a little on the table. When you want someone to speak highly of you, leave a little for him. When you want someone to become your ally and friend, be sure the deal is good for him too.

If your own reputation means nothing to you and you’re more concerned with acting like a “hard-core� businessman, squeeze all you can out of the deal. It’s easy to do! Just demand the very most for the very least in return. Grab and squeeze.

Becoming a person to whom other enjoy giving a bargain is more difficult. First you have to find out what it is the other person wants most out of the deal. Once you’ve uncovered this, don’t dangle it in front of him like a carrot. Simply make the concession immediately and with no strings attached, then with a smile ask plainly for the thing that’s most important to you.

Typically, a mutually beneficial relationship will result, and you’ll also have gained a friend who will be there for you the next time you need him.

Will you fight the whole world alone, or will you win an army of friends?

No one stands long on the battlefield who has not built an army of friends.
To make an enemy you friend is easy. Simply do what a friend would do.
“I will destroy my enemies by converting them to friends.� – Maimonides

- Martin

Come see what I have left on your table! www.martinvanzyl.com

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