A Negotiation Win

Here’s an interesting quote from Sam Zell’s book, Am I Being Too Subtle? Straight Talk From a Business Rebel:

My definition of a “win” is not binary. It is not a zero-sum game. Negotiation that leads to a winner and a loser rarely leads to a successful transaction or another one down the road. That’s how it’s been  throughout my business career. Sometimes my team argues with me-they can’t believe we’re leaving money on the table. But I want to create an environment where everyone wants to keep playing. (p. 220)

Zell knew that by making other side happy early on he could get more deals in the future. Everybody stays in the game and everybody keeps playing. Great mottos for anyone in business or investing.

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