Many entrepreneurs get caught up with feelings of anxiety, or inferiority both during or before negotiations where either money or repute is on the table. The amount really doesn’t matter. I’ve had them myself early on when I was negotiating for employment as well as when millions upon millions of dollars were at stake.
Everything changed and I experienced dramatic growth and competence when I finally realized and put into practice the following paragraph. (From my book: A Fist Full Of Mark’ers)
“You must be ready to argue your value proposition to the client. And that proposition must be something that is deliverable, or transferable. Not some pie in the sky no matter what happens you can spin it as a job well done, and collect a check. You should be ready to defend your dignity, reputation, and repute to any mudslinging or any self anointed elite no matter where you are, and more importantly no matter who they are. It is irrelevant that someone holds a Ph.D. in astrophysics, and you may have never graduated high school. If the subject is about selling, and you’re a skilled and competent salesperson with a track record, the smartest person in that room will be You! And you had better get rid of the inferiority complex that allows you to be intimidated if the Ph.D. crowd at the board meeting start demeaning your lack of schooling. You need to argue your value, and demonstrate your skills, or decide that you’re wasting your breath, and politely end the meeting, and leave. If you don’t see yourself as a peer, and an expert in your own field, just as capable, just as competent to argue the good, the bad, and the ugly in your chosen vocation, then no amount of letters after your name will make a damn bit of difference.”
You have to have the confidence in yourself that you know your product, and you know your business. All the, “do this, do that, don’t do this, don’t do that” mumbo jumbo you’ll read, or see professed by so many is absolutely meaningless and irrelevant until you understand and get it into your gut that old adage: “The first sale begins with selling you – you!”
Make that sale first – and every negotiation hence forth is born from strength. Period.
© 2014 Mark St.Cyr