The entrepreneur negotiates all the time, since the decision to open when the company had to contend with partners, employees, suppliers, banks and prospective clients until the time when the company goes into operation in fact, from there he lives an eternal negotiate .
One of the skills I developed throughout my career was conflict mediation in negotiations, the most diverse natures.
This ability has been invaluable and I provided an opportunity to participate in important events, in which I learned a lot.
I had contact with renowned entrepreneurs and owners of heritage respected, the financial point of view.
The literature on negotiation is vast and very helpful, but the reality is simple to understand.
Given a negotiation of any one well, to facilitate the reasoning, both the seller and the buyer come in with their initial expectations born of a history that only belongs to them.
The first discovery to be made to know the real reason is that both the buyer and seller are there, at that time.
From there the challenge is to work the approximation of expectations so that we find a common point that meets the two, is the price, term or condition of the business.
It followed negotiations that lasted more than two years until it was realized, considering from the initial contact until the signing of the contract. This is common, the higher the value, or the conflict in question, the longer the time for the construction of the agreement.
The greatest difficulty when we are in a negotiation, when there is an honesty of the parties. This is the hardest time.
The lack of good faith undermines any attempt to settle and occurs more often than you think.
Several times I pulled out of negotiations when I realized that instead of people had a serious share of putting everything in a game of deception. Making promises that would not be satisfied and deceiving the other party as a way of buying time to gain advantage.
When the sale of a good case for financial need of the seller there is negotiation, which is a price we have opportunity, a bargain, where it certainly will be giving the seller the fair value of the asset in exchange for a payment in cash and cash this pay day loans type of trading does not need mediation, it is only a matter of value.
On the other hand, imagine a person who puts the company selling a good or a heritage that is owned by the family for several generations, if it has links with both, this negotiation will not be easy, because besides the financial value it carries the with emotional value and this is not how to price.
I appreciate a fair negotiation, where both parties leave satisfied with the terms of the agreement and move on to new ventures. This is healthy and full of positive energy.
An unbalanced trade generates an advantage for those who did better and a grudge for what felt hurt.
I understand that this is not good for either party.
It was written for me a series of talks I attended in which a businessman who represented the purchasing party had adopted a serious and honest speech, touching such was the strength of words. But when the trade is approximately the time of closing he moved alone to seek a financial advantage, turning completely, dismissing all his talk and showing its true face. Even after closing the business he still sought to take advantage of loopholes elsewhere interpreting clauses of the contract, under its convenience, unfortunate behavior.
Taking a broader view of the negotiation process, this is a unique moment where the parties present, outlines his philosophies of life, talking about their entrepreneurship model, their expectations, their principles, values, beliefs and establish an alliance.
A negotiation does not end with signing the contract, any trader carries a brand and leaves an impression wherever he went, whether it is a righteous person, but a tough negotiator or a simple and ordinary crook.
My first option is undisputed, valid anywhere in the world, now and forever.