"How Can We
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The Real Estate Client
IV. The Basis For The Deal"Deals That Work Every Time"
James Patton, CRS
How good is your dealmaking? You are negotiating deals all the time. Why not be good at it? It is easy to forget that making a deal or "dealmaking" is something we do dozens or hundreds of times daily. We make deals almost anytime we interact with others to get what we want and need -- at home, at work, at play in Honolulu or anywhere in the world.
One version associates the deal with the movement of money. Although the deal goes far beyond money, connecting it to economics is correct. In its largest sense, the deal is the grand economic strategy. The deal is various formal and informal arrangements or pacts between two or more parties for mutual gain. As a sophisticated win-win tactic, it is common to all human societies. As a cultural invention with a vital possibility-making power, it improves efficiency and goal directed behavior in fulfilling social, economic, and individual needs.
Money is often the focus of the "deals" that come to mind. Yet, money is incidental and need not be involved. Though it can be argued that marriage is very much involved with money, it is so institutionalized (and exalted) we hardly see it for the deal it is. Take the concept of "heaven." It is so personalized (and exalted) a deal we sometimes overlook it as an "arrangement for mutual gain" and as an expression of the absolute or most ultimate deal.
We make and receive a myriad of offers daily in the social realm of family, friends, strangers, and bosses. Some result in transactions, some do not. Our happiness and welfare literally depend on how well we select what is or what is not pursued and how well we handle what we do settle on. "Do I accept this offer, or can I negotiate better terms?" This sounds like the language of a real estate transaction, but it is more than that. It is our approach to life. It is our nature. It is a way to maximize options, attain certainty and stability, and most importantly, create, grow, and venture within a protected structure. It is not an exaggeration to say the deal enables organization beyond an animal existence. If its import is not clear, watch us become master negotiators and great dealmakers the moment our well-beings or our loved ones are at risk. Better yet, study the devices of a child who really wants something!
Good dealmaking can be stimulated by difficulty or we can learn its secrets now, in the easy times -- and, ironically, avoid a lot of difficulty. It's a little like risks -- we tend to ignore the management of risks we invite. We tend to ignore the negotiation of better deals until we must. The other way is to ask "why not improve the quality of our lives now, in all aspects, by understanding the negotiation process and its parts?" Why not improve the quality of our negotiations, and the deals we cut, today, when things are well -- concluding them successfully on good win-win terms?
Upon deals our basic survival depends, and upon those deals we make larger ones that build -- and tear down -- civilizations. Fortunately, we can throw away most of the complexity and focus on one practical question:
What Can We Do To Improve Out Dealmaking?
James Patton, CRSToll Free (800) 997 - 8701
Call Today To Get The Process Started
©2003 Coco Isle Realty
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