X-Spam-Flag: NO X-Envelope-From: merilee@kerncommunications.com Return-Path: Received: from dukecmmtar04.coxmail.com (dukecmmtar04.coxmail.com [68.99.120.47]) by mail137c38.carrierzone.com (8.13.6/8.13.1) with ESMTP id pASKYkGX022673 for ; Mon, 28 Nov 2011 15:34:49 -0500 Received: from dukecmimpo01.coxmail.com ([68.99.120.134]) by dukecmmtar04.coxmail.com (InterMail vM.7.08.02.01 201-2186-121-102-20070209) with ESMTP id <20111128191258.KUCR2383.dukecmmtar04.coxmail.com@dukecmimpo01.coxmail.com>; Mon, 28 Nov 2011 14:12:58 -0500 Received: from merilee07cf8a9 ([68.15.13.44]) by dukecmimpo01.coxmail.com with bizsmtp id 2jCw1i0080x1YcL01jCxpK; Mon, 28 Nov 2011 14:12:58 -0500 Message-ID: Reply-To: "Merilee Kern" From: "Merilee Kern" To: "Merilee Kern" , "Jennifer Canzoneri" , "'Arthur Wylie'" , "Raoul Davis" , Subject: Realty Times Online Placement Date: Mon, 28 Nov 2011 11:13:39 -0800 MIME-Version: 1.0 Content-Type: multipart/related; type="multipart/alternative"; boundary="----=_NextPart_000_02DF_01CCADBE.C7FEAE50" X-Priority: 3 X-MSMail-Priority: Normal X-Mailer: Microsoft Outlook Express 6.00.2900.5931 X-MimeOLE: Produced By Microsoft MimeOLE V6.00.2900.6157 X-CSC: 0 X-CHA: v=1.1 cv=OULm5UrRYOop8CVVySVNCF43+Q0Fq241xSybWpVsnSM= c=1 sm=1 a=nGo8SpNOHtMA:10 a=OkTZCP_1vwgA:10 a=AKOHMRsPwIEA:10 a=amoHW2/Lxk+JwdK3UfH89Q==:17 a=3LxEu-VSAAAA:8 a=-t6udeNIAAAA:8 a=6Ji2644UmRWqtTLJBYgA:9 a=nMpyMaGLluIuVY_S6moA:7 a=wPNLvfGTeEIA:10 a=Q7NAe2DbWiIA:10 a=EDz3LTo4rYCeSzMu:21 a=gISQq4HErRzEgArk:21 a=947aTCrMAAAA:8 a=QUbo5GimAAAA:8 a=oRAyfNPVx37qDbm7B0YA:9 a=Zqfb5mb2CeSBiKfM8f0A:7 a=tXsnliwV7b4A:10 a=BON54fCRa7MA:10 a=N8aTz_JRj4SA0Frf:21 a=Ce9mw71fGgqQp2yN:21 a=q3fyFCVJCMFH4v8ZFoQA:9 a=1Vq_FK4TplAA:10 a=N7iHWfQRS2gCkBzAu5kA:9 a=RqOAJGx8AAAA:8 a=SSmOFEACAAAA:8 a=X02qDDlAAAAA:20 a=0bwPlpDAAAAA:8 a=e0Qast6VlhQp_75tH-oA:9 a=5DtZ6BG8Uqu0LDRXbocA:7 a=KQqxNPgzF0kA:10 a=InHBowahS9UA:10 a=urxZOEDMT_dMWAUz:18 a=d_7ArficcJLd1sI7T9cA:9 a=XYwiH6YBimsnrgx0uj0A:7 a=mgIpkV8TwTnsTsHAdzUA:9 a=kMAKiqu5Rp2I0moa1OqVOA==:117 This is a multi-part message in MIME format. ------=_NextPart_000_02DF_01CCADBE.C7FEAE50 Content-Type: multipart/alternative; boundary="----=_NextPart_001_02E0_01CCADBE.C7FEAE50" ------=_NextPart_001_02E0_01CCADBE.C7FEAE50 Content-Type: text/plain; charset="iso-8859-1" Content-Transfer-Encoding: quoted-printable http://realtytimes.com/rtpages/20111128_negotiation.htm Negotiation Know - How: 6 Keys to Masterful Deal Making=20 by Arthur Wylie =20 Making deals - from the biggest real estate contracts that take months = to finalize and involve teams of lawyers to the nominal business deals = that are sealed with a handshake after a 10 - minute chat - is an art. = Deal making is a craft that, when done well, requires a skillful, = visionary and inspired application of key principles and methods to = create a desirable end result. When you've mastered this art, you secure = deals in which all parties involved walk away with a win.=20 "And, don't underestimate the small deals, which can help you gain = confidence with the process and also nurture other people's confidence = in you - and reverence for you," notes Arthur Wylie, author of "Only the = Crazy and Fearless Win BIG!: The Surprising Secrets to Success in = Business and in Life" (www.CrazyandFearless.com). "Indeed, it's often = the culmination of small deals that lead to the big one. Steve Jobs, = Warren Buffett, Mark Zuckerberg and Sam Walton didn't start out making = headlines. They crawled before they could walk and ultimately made sure = they were prepared to win the proverbial race when they approached the = starting line of a mammoth business deal."=20 What are the secrets to masterful deal making? Below, Wylie offers basic = steps to becoming an ace dealmaker - skills that will help bolster your = position whether you're negotiating for a railroad or a rental car, and = whether you're acting on behalf of a worldwide organization, a sole = proprietorship or just your own personal finances:=20 =20 a.. Key # 1: Know your value. While you can't know every possible result = that the other party would want, be sure to understand what your offer = or position can do for them. This means researching all the potential = benefits and ways that your idea, product and/or service could help the = other party, whether it is solve a problem, increase earning potential = or simply make their life or business more convenient and enjoyable. If = your argument is lacking some key benefit, then it is up to you to = figure out how to adapt it so that it can serve the needs of your target = audience while also achieving your own objectives. This takes time, = effort, forethought and sometimes research, but it is well worth it when = it's clear to the other party that you not only understand their needs, = but you also seek to structure an agreement that's in their direct best = interest as well.=20 a.. Key # 2: Personal relations. Relationship management is the key to = showing the other party who you are as an individual, what you can do, = where your values lie and how the deal at hand will benefit everyone = involved. You learn about them; they learn about you - it's a two way = street. Both parties must feel that there's synergy - a chemistry of = sorts; only then can a mutually beneficial relationship be forged. From = there, you present your win - win case, handshakes are offered and = agreements are signed. Frequently, deals can close quickly and easily = because people have come to know and trust you, either directly or by = referral, making them comfortable to do business with you. If you create = a strong enough brand and a stellar enough reputation, others will want = to be part of the success you've amassed. Your opposition will clamor to = close the deal with you.=20 a.. Key # 3: Get buy - in on your vision. Getting others on board with = your plan can be challenging, especially when there are many people = involved and/or there is much at stake relative to risk and potential = upside. A critical step in artful deal making is to convey and = articulate your vision of the outcome in such a way that the opposing = party will desire that very same outcome. The "WIIFM' - "what's in it = for me" - factor must be made crystal clear to the other party as you = present your position. Of course, to do this effectively, you must first = understand, or predict based on sound preparation, what the vision of = the other party is likely to be at the onset of negotiations. This way, = you can appropriately integrate synergistic ideas so that the visions = ultimately meld. In addition, vision buy - in will be facilitated if you = underscore to the other person that they will still be involved at a = conceptual level as the project ensues.=20 a.. Key # 4: Be humble. You have to be humble, but firm, to effectively = broker a deal. There's a fine line between the two, particularly when = you're dealing with people who have already attained a measure of = success. Always respect the positions of the other people involved in = your negotiations, no matter how badly, or not, you want the deal. It's = important to be fair and honest about the negotiation and to keep your = intentions pure. You need to let people know you have the ability and = desire to perform the task you're charged with. You also need to = showcase with quantifiable examples that you put 100 percent effort = behind everything you do. At the same time, you must express genuine = respect and appreciation for what the other parties, what they have done = and who they are - even if they're, well, jerks. Even a jerk can grow to = appreciate, respect and ultimately benefit you, and once that two - way = street is established negotiations can ensure and deals can be made. = Humility with backbone. It's a tricky combination to maintain, but one = that's absolutely mission critical.=20 a.. Key # 5: Finesse. No matter how large or small, almost every deal = takes finesse, which is where skill and natural ability meet. This is = where you get to have fun and allow your personality to shine. It means = being able to explore different angles and try the somewhat weird and = wacky - maybe even a bit of the fearless and crazy. It's problem solving = with a twist. It's poise and diplomacy. It's art. In the end, when = finesse comes into play, the parties genuinely like each other and all = sides look for ways to make sure the deal becomes a reality. For the = best wheeler - dealers, finesse comes naturally; they don't even know = they're doing it. If you're lucky, it works that way for you as well. If = not, develop it, let it flow and have fun trying it. Before you know it, = you'll be finessing your deals, too.=20 a.. Key # 6: Swagger. Swagger is an attitude you implement through = finesse; it uses finesse as a tool. If finesse is about problem solving = and outside - the - box thinking, then swagger is about having = commanding and authoritative disposition and demeanor but without being = pretentious or arrogant. It's about knowing how good you are and hinting = at what you are capable of but without being braggadocios. Swagger is a = spirited characteristic that you possess and radiate without ever = compromising your integrity or sacrificing your general likability. In a = deal - making situation, your swagger should exude confidence, success = and fearlessness. Hit the right notes with your swagger, and you'll walk = away with what you want. Just one more step in perfecting your life - = wealth plan.=20 Master the six steps outlined above and you'll be ready for some high = stakes deal making. Remember, though, that Rome wasn't built in a day, = so conquering negotiating skills isn't going to happen that quickly = either. Start small before attempting to hit the Big Leagues. You may = have to stumble a few times, but just get back up and go at it again. = Along the way, keep both your successes and your failures in = perspective, remembering that they are just stepping - stones along your = lifetime of deal adventures. Once you've mastered the art, aim high - = just like those seemingly crazy and fearless billionaires.=20 Internationally - regarded investing and entertainment mogul = Arthur Wylie is the author of "Only the Crazy and Fearless Win BIG!: The = Surprising Secrets to Success in Business and in Life" = (www.CrazyandFearless.com) and serves as CEO of Arthur Wylie Enterprises = - a brand with diverse practice areas, including include business = consulting, real estate, investing, speaking, entertainment/film = production, book publishing and philanthropy.=20 Published: November 28, 2011 ------=_NextPart_001_02E0_01CCADBE.C7FEAE50 Content-Type: text/html; charset="iso-8859-1" Content-Transfer-Encoding: quoted-printable
http://realtytimes.com/rtpages/20111128_negotiation.htm
 
 
Negotiation Know - How: 6 = Keys to=20 Masterful Deal Making
by Arthur Wylie
3D"An

Making deals - from the biggest real estate contracts = that take=20 months to finalize and involve teams of lawyers to the nominal business = deals=20 that are sealed with a handshake after a 10 - minute chat - is an art. = Deal=20 making is a craft that, when done well, requires a skillful, visionary = and=20 inspired application of key principles and methods to create a desirable = end=20 result. When you=92ve mastered this art, you secure deals in which all = parties=20 involved walk away with a win.

"And, don=92t underestimate the small deals, which can = help you=20 gain confidence with the process and also nurture other people=92s = confidence in=20 you - and reverence for you," notes Arthur Wylie, author of "Only the = Crazy and=20 Fearless Win BIG!: The Surprising Secrets to Success in Business and in = Life"=20 (www.CrazyandFearless.com). "Indeed, = it=92s often=20 the culmination of small deals that lead to the big one. Steve Jobs, = Warren=20 Buffett, Mark Zuckerberg and Sam Walton didn=92t start out making = headlines. They=20 crawled before they could walk and ultimately made sure they were = prepared to=20 win the proverbial race when they approached the starting line of a = mammoth=20 business deal."

What are the secrets to masterful deal making? Below, = Wylie=20 offers basic steps to becoming an ace dealmaker - skills that will help = bolster=20 your position whether you=92re negotiating for a railroad or a rental = car, and=20 whether you=92re acting on behalf of a worldwide organization, a sole=20 proprietorship or just your own personal finances:

3D""=20

  • Key # 1: Know your value. While you can=92t = know every=20 possible result that the other party would want, be sure to understand = what your=20 offer or position can do for them. This means researching all the = potential=20 benefits and ways that your idea, product and/or service could help the = other=20 party, whether it is solve a problem, increase earning potential or = simply make=20 their life or business more convenient and enjoyable. If your argument = is=20 lacking some key benefit, then it is up to you to figure out how to = adapt it so=20 that it can serve the needs of your target audience while also achieving = your=20 own objectives. This takes time, effort, forethought and sometimes = research, but=20 it is well worth it when it=92s clear to the other party that you not = only=20 understand their needs, but you also seek to structure an agreement = that=92s in=20 their direct best interest as well.

  • Key # 2: Personal relations. Relationship = management is=20 the key to showing the other party who you are as an individual, what = you can=20 do, where your values lie and how the deal at hand will benefit everyone = involved. You learn about them; they learn about you - it=92s a two way = street.=20 Both parties must feel that there=92s synergy - a chemistry of sorts; = only then=20 can a mutually beneficial relationship be forged. From there, you = present your=20 win - win case, handshakes are offered and agreements are signed. = Frequently,=20 deals can close quickly and easily because people have come to know and = trust=20 you, either directly or by referral, making them comfortable to do = business with=20 you. If you create a strong enough brand and a stellar enough = reputation, others=20 will want to be part of the success you=92ve amassed. Your opposition = will clamor=20 to close the deal with you.

  • Key # 3: Get buy - in on your vision. Getting = others on=20 board with your plan can be challenging, especially when there are many = people=20 involved and/or there is much at stake relative to risk and potential = upside. A=20 critical step in artful deal making is to convey and articulate your = vision of=20 the outcome in such a way that the opposing party will desire that very = same=20 outcome. The "WIIFM=92 - "what=92s in it for me" - factor must be made = crystal clear=20 to the other party as you present your position. Of course, to do this=20 effectively, you must first understand, or predict based on sound = preparation,=20 what the vision of the other party is likely to be at the onset of = negotiations.=20 This way, you can appropriately integrate synergistic ideas so that the = visions=20 ultimately meld. In addition, vision buy - in will be facilitated if you = underscore to the other person that they will still be involved at a = conceptual=20 level as the project ensues.

  • Key # 4: Be humble. You have to be humble, but = firm, to=20 effectively broker a deal. There=92s a fine line between the two, = particularly=20 when you=92re dealing with people who have already attained a measure of = success.=20 Always respect the positions of the other people involved in your = negotiations,=20 no matter how badly, or not, you want the deal. It=92s important to be = fair and=20 honest about the negotiation and to keep your intentions pure. You need = to let=20 people know you have the ability and desire to perform the task you=92re = charged=20 with. You also need to showcase with quantifiable examples that you put = 100=20 percent effort behind everything you do. At the same time, you must = express=20 genuine respect and appreciation for what the other parties, what they = have done=20 and who they are - even if they=92re, well, jerks. Even a jerk can grow = to=20 appreciate, respect and ultimately benefit you, and once that two - way = street=20 is established negotiations can ensure and deals can be made. Humility = with=20 backbone. It=92s a tricky combination to maintain, but one that=92s = absolutely=20 mission critical.

  • Key # 5: Finesse. No matter how large or = small, almost=20 every deal takes finesse, which is where skill and natural ability meet. = This is=20 where you get to have fun and allow your personality to shine. It means = being=20 able to explore different angles and try the somewhat weird and wacky - = maybe=20 even a bit of the fearless and crazy. It=92s problem solving with a = twist. It=92s=20 poise and diplomacy. It=92s art. In the end, when finesse comes into = play, the=20 parties genuinely like each other and all sides look for ways to make = sure the=20 deal becomes a reality. For the best wheeler - dealers, finesse comes = naturally;=20 they don=92t even know they=92re doing it. If you=92re lucky, it works = that way for=20 you as well. If not, develop it, let it flow and have fun trying it. = Before you=20 know it, you=92ll be finessing your deals, too.

  • Key # 6: Swagger. Swagger is an attitude you = implement=20 through finesse; it uses finesse as a tool. If finesse is about problem = solving=20 and outside - the - box thinking, then swagger is about having = commanding and=20 authoritative disposition and demeanor but without being pretentious or=20 arrogant. It=92s about knowing how good you are and hinting at what you = are=20 capable of but without being braggadocios. Swagger is a spirited = characteristic=20 that you possess and radiate without ever compromising your integrity or = sacrificing your general likability. In a deal - making situation, your = swagger=20 should exude confidence, success and fearlessness. Hit the right notes = with your=20 swagger, and you=92ll walk away with what you want. Just one more step = in=20 perfecting your life - wealth plan.

    Master the six steps outlined above and you=92ll be = ready for some=20 high stakes deal making. Remember, though, that Rome wasn=92t built in a = day, so=20 conquering negotiating skills isn=92t going to happen that quickly = either. Start=20 small before attempting to hit the Big Leagues. You may have to stumble = a few=20 times, but just get back up and go at it again. Along the way, keep both = your=20 successes and your failures in perspective, remembering that they are = just=20 stepping - stones along your lifetime of deal adventures. Once you=92ve = mastered=20 the art, aim high - just like those seemingly crazy and fearless = billionaires.=20

    Internationally - regarded investing and = entertainment=20 mogul Arthur Wylie is the author of "Only the Crazy and = Fearless Win=20 BIG!: The Surprising Secrets to Success in Business and in = Life"=20 (www.CrazyandFearless.com) and = serves as CEO=20 of Arthur Wylie Enterprises - a brand with diverse practice areas, = including include business consulting, real estate, investing, = speaking,=20 entertainment/film production, book publishing and=20 philanthropy.

    • Published: November 28,=20 2011

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