Life has taught me that negotiation isn't just a business skill – it's a survival skill. Whether you're hustling your first deal or sitting in a boardroom closing a multi-million dollar transaction, the principles remain the same.
I learned this early. At 16, when I started my first company, I didn't have an MBA or fancy credentials. What I had was raw determination and an understanding that everything in life is negotiable. Now, after building multiple companies and closing billions in deals, I can tell you this: mastering negotiation is what separates the dreamers from the achievers.
Let's get real. Every single day, you're negotiating. Maybe you don't realize it, but you are. With your team, your partners, your clients – hell, even with yourself. In today's cutthroat market, especially in 2024, if you can't negotiate effectively, you're leaving money on the table. And in business, that's not just a mistake – it's unforgivable.
I'm going to share what I've learned in the trenches. These aren't theoretical concepts from some textbook. These are battle-tested strategies that have helped me build empires.
Take Charge: When you walk into that room, own it. I don't care if you're nervous inside – show strength. I've closed deals simply because I projected more confidence than anyone else at the table. Leadership isn't given – it's taken.
Find Common Ground: Start with what you agree on. I've seen too many deals fall apart because people jumped straight into the contentious stuff. Build rapport first. In my experience, even the toughest negotiations become easier when there's mutual respect.
Stay Alert: Read the room. Watch their body language. Listen to what they're not saying. Some of my biggest wins came from picking up on subtle cues others missed. Your eyes and ears are your best tools – use them.
Control Your Ego: Look, I'm as passionate as they come. But I've learned – sometimes the hard way – that ego can kill a deal faster than anything else. Keep your emotions in check. Focus on results, not pride.
React with Disapproval: Always flinch at the first offer. Show them it's not good enough. I don't care if it's actually decent – you need to set the tone. This is where the real negotiation begins.
Play Your Cards Right: Make your initial demands strong. Give yourself room to maneuver. Remember, you can always come down, but you can never go up.
Trade-Off: Never give something for nothing. Every concession should come with a price. This isn't being difficult – it's being smart. I've built my success on understanding this fundamental principle.
Master the Game: Sometimes you need to play roles. Be the reluctant buyer. Create urgency. These aren't tricks – they're tools. Use them wisely.
Get More: Even after the handshake, there's usually room for more. I've added millions to deals after the main terms were agreed upon. Always be closing.
Here's the truth: negotiation isn't just about winning. It's about creating deals where you win big and they feel good about it. But never, ever cave just to be nice. That's not doing anyone any favors.
Remember this: True power in negotiation comes from being able to walk away. Build your strength. Create options. Because in the end, everyone wants what they can't have.
That's how you win. That's how you build empires. That's how you change the game.
Stay hungry,
G