Let me start with a story about a farmer, selling his land. He was approached by a team of slick, big city lawyers who were under pressure to obtain the land for a large mall development.
The lawyers thought they could out do the farmer and offered a lowball offer, nowhere near the asking price. The farmer knew what he wanted (had a goal) and started to play with them by looking puzzled and said “the farm was in his family for 105 years”.
The lawyers were mildly flustered and offered a bit more to which the farmer replied “my nephews and nieces love to ride ponies in the pasture”.
The back-and-forth tug-of-war went on for weeks and as the lawyers approached the deadline the farmer appeared indecisive, unsure, holding his ground when the farmer shared “Hmm, I don’t know boys, maybe I should hold onto this for my grandkids.”
The lawyers, fearful the deal will die, offered the farmer the full asking price and closed the deal.
Analyzing the deal it is easy to see how the farmer got his full price for the deal. He masterfully used a ‘delay strategy’. Employing tactics often unused. He didn’t take the first offer, or second, or third, but stayed in the game, was polite, and then calmly suggests he might pull out completely. He was determined to get his goal.
Fact is, in life, most people do not have a goal and therefor give in too early. When faced with a challenge, they give up and accept what is easier to accept when they can have all that they desire.
In negotiating and working on a goal, higher aspiration -- a greater will to win -- often beats superior skill.
ACTIONS FOR YOU
What do you do – strive to achieve your goal by working harder for it, or settle for something less.
People who strive for more, achieve more, and change the world. They expect more and don’t give up until they get it.
Anyone of great accomplishment -- that’s a secret to their success. How about you?
Do you have a goal to make something happen? Have you written it down? Do you place signs or pictures of your goal where you look each day to remind you of what you are working for?
Know this: when striving for a goal as in negotiations, you can what you want when you focus on the goal and every day work your plan to achieve the goal.
A dream with a date attached is a goal. Don’t ever give up on your goals.
The lawyers thought they could out do the farmer and offered a lowball offer, nowhere near the asking price. The farmer knew what he wanted (had a goal) and started to play with them by looking puzzled and said “the farm was in his family for 105 years”.
The lawyers were mildly flustered and offered a bit more to which the farmer replied “my nephews and nieces love to ride ponies in the pasture”.
The back-and-forth tug-of-war went on for weeks and as the lawyers approached the deadline the farmer appeared indecisive, unsure, holding his ground when the farmer shared “Hmm, I don’t know boys, maybe I should hold onto this for my grandkids.”
The lawyers, fearful the deal will die, offered the farmer the full asking price and closed the deal.
Analyzing the deal it is easy to see how the farmer got his full price for the deal. He masterfully used a ‘delay strategy’. Employing tactics often unused. He didn’t take the first offer, or second, or third, but stayed in the game, was polite, and then calmly suggests he might pull out completely. He was determined to get his goal.
Fact is, in life, most people do not have a goal and therefor give in too early. When faced with a challenge, they give up and accept what is easier to accept when they can have all that they desire.
In negotiating and working on a goal, higher aspiration -- a greater will to win -- often beats superior skill.
ACTIONS FOR YOU
What do you do – strive to achieve your goal by working harder for it, or settle for something less.
People who strive for more, achieve more, and change the world. They expect more and don’t give up until they get it.
Anyone of great accomplishment -- that’s a secret to their success. How about you?
Do you have a goal to make something happen? Have you written it down? Do you place signs or pictures of your goal where you look each day to remind you of what you are working for?
Know this: when striving for a goal as in negotiations, you can what you want when you focus on the goal and every day work your plan to achieve the goal.
A dream with a date attached is a goal. Don’t ever give up on your goals.