be able to say look I’m sure it seems like I’m greedy here if I say to you
like I’m greedy here if I say to you
like I’m greedy here if I say to you like I’m sure I’m gonna seem very greedy
like I’m sure I’m gonna seem very greedy
like I’m sure I’m gonna seem very greedy here that sets me up to ask for a lot of
here that sets me up to ask for a lot of
here that sets me up to ask for a lot of money because there’s actually science
money because there’s actually science
money because there’s actually science that backs this up now identifying a
that backs this up now identifying a
that backs this up now identifying a negative diminishes that every time so
negative diminishes that every time so
negative diminishes that every time so if I’m gonna make a get big grab for the
if I’m gonna make a get big grab for the
if I’m gonna make a get big grab for the money you’re gonna think I’m greedy then
money you’re gonna think I’m greedy then
money you’re gonna think I’m greedy then I need to get that out of the way
I need to get that out of the way
I need to get that out of the way because I’m too greedy mm-hmm you’re
because I’m too greedy mm-hmm you’re
because I’m too greedy mm-hmm you’re gonna you’re gonna get some satisfaction
gonna you’re gonna get some satisfaction
gonna you’re gonna get some satisfaction by keeping me from the money even if you
by keeping me from the money even if you
by keeping me from the money even if you don’t get any right and so I’m gonna say
don’t get any right and so I’m gonna say
don’t get any right and so I’m gonna say look I’m gonna see real greedy here I’m
look I’m gonna see real greedy here I’m
look I’m gonna see real greedy here I’m gonna seem like I’m very self-centered
gonna seem like I’m very self-centered
gonna seem like I’m very self-centered and that I’m greedy and then I’m not
and that I’m greedy and then I’m not
and that I’m greedy and then I’m not looking out for you at all and then I’ll
looking out for you at all and then I’ll
looking out for you at all and then I’ll just let it sit and you’ll take a lot
just let it sit and you’ll take a lot
just let it sit and you’ll take a lot more from me a lot a lot you you’ll
more from me a lot a lot you you’ll
more from me a lot a lot you you’ll allow me to take more if I’ve said that
allow me to take more if I’ve said that
allow me to take more if I’ve said that in everybody up front really because
in everybody up front really because
in everybody up front really because I’ve diminished that your thought is
I’ve diminished that your thought is
I’ve diminished that your thought is like I mean how I could never seem to
like I mean how I could never seem to
like I mean how I could never seem to greed and when I make that grab you’re
greed and when I make that grab you’re
greed and when I make that grab you’re gonna say well he was honest with me
gonna say well he was honest with me
gonna say well he was honest with me told me you wanted a lot of money he
told me you wanted a lot of money he
told me you wanted a lot of money he didn’t try to say hey look let’s do when
didn’t try to say hey look let’s do when
didn’t try to say hey look let’s do when we’re dealing all the money right
we’re dealing all the money right
we’re dealing all the money right because if I say I want to do a win-win
because if I say I want to do a win-win
because if I say I want to do a win-win deal with you I’m like hey I’ll be nice
deal with you I’m like hey I’ll be nice
deal with you I’m like hey I’ll be nice to you I look out for you and then you
to you I look out for you and then you
to you I look out for you and then you try to take ninety and give me ten it’s
try to take ninety and give me ten it’s
try to take ninety and give me ten it’s like it’s not a good deal yeah but when
like it’s not a good deal yeah but when
like it’s not a good deal yeah but when you say it up front then you’re more
you say it up front then you’re more
you say it up front then you’re more likely to get the deal yeah and get more
likely to get the deal yeah and get more
likely to get the deal yeah and get more or whatever you want right I’m gonna
or whatever you want right I’m gonna
or whatever you want right I’m gonna seem very honest to you but you’re gonna
seem very honest to you but you’re gonna
seem very honest to you but you’re gonna like that I was honest with you had you
like that I was honest with you had you
like that I was honest with you had you gonna say after the fact like look he
gonna say after the fact like look he
gonna say after the fact like look he was on I always knew where he was coming
was on I always knew where he was coming
was on I always knew where he was coming from I didn’t like the deal but I did it
from I didn’t like the deal but I did it
from I didn’t like the deal but I did it anyways or whatever yeah huh okay but
anyways or whatever yeah huh okay but
anyways or whatever yeah huh okay but yeah that’s crazy it’s that’s just this
yeah that’s crazy it’s that’s just this
yeah that’s crazy it’s that’s just this stuff that we found out the works
stuff that we found out the works
stuff that we found out the works regularly we had talked about another
regularly we had talked about another
regularly we had talked about another one we talked about the book there was a
one we talked about the book there was a
one we talked about the book there was a multi-million dollar deal going on in
multi-million dollar deal going on in
multi-million dollar deal going on in Washington DC the subcontractor was very
Washington DC the subcontractor was very
Washington DC the subcontractor was very unhappy with the general contractor and
unhappy with the general contractor and
unhappy with the general contractor and female negotiator and they were getting
female negotiator and they were getting
female negotiator and they were getting ready to lose everything and they sat
ready to lose everything and they sat
ready to lose everything and they sat down and they said you know I’m sure we
down and they said you know I’m sure we
down and they said you know I’m sure we seem like the big guy that doesn’t care
seem like the big guy that doesn’t care
seem like the big guy that doesn’t care about you I’m sure we seem like the big
about you I’m sure we seem like the big
about you I’m sure we seem like the big general contractors trying to take
general contractors trying to take
general contractors trying to take complete advantage
complete advantage
complete advantage of the sub and not appreciate how hard
of the sub and not appreciate how hard
of the sub and not appreciate how hard you working for this and not care about
you working for this and not care about
you working for this and not care about your future at all and she turned that
your future at all and she turned that
your future at all and she turned that deal around when she was done she took
deal around when she was done she took
deal around when she was done she took an additional million of profit on
an additional million of profit on
an additional million of profit on herself and her company and the other
herself and her company and the other
herself and her company and the other side liked him more so not only did they
side liked him more so not only did they
side liked him more so not only did they increase a profit but they had a better
increase a profit but they had a better
increase a profit but they had a better relationship this is why being honest
relationship this is why being honest
relationship this is why being honest upfront or empathetic or I can see how
upfront or empathetic or I can see how
upfront or empathetic or I can see how you might feel that we’re gonna do this
you might feel that we’re gonna do this
you might feel that we’re gonna do this at tactical approach while there are
at tactical approach while there are
at tactical approach while there are negatives here we’re gonna address the
negatives here we’re gonna address the
negatives here we’re gonna address the negatives upfront we’re gonna make him
negatives upfront we’re gonna make him
negatives upfront we’re gonna make him go away address of up front most people
go away address of up front most people
go away address of up front most people don’t want to do it I already did that
don’t want to do it I already did that
don’t want to do it I already did that do you know when I did that to you when
do you know when I did that to you when
do you know when I did that to you when I’ve already done it ever we talked
I’ve already done it ever we talked
I’ve already done it ever we talked about doing the one-on-one role play
about doing the one-on-one role play
about doing the one-on-one role play yeah I said it was gonna be armed that’s
yeah I said it was gonna be armed that’s
yeah I said it was gonna be armed that’s true you set it up fine yeah and I
true you set it up fine yeah and I
true you set it up fine yeah and I always I always do that every single
always I always do that every single
always I always do that every single time the same way because if you do the
time the same way because if you do the
time the same way because if you do the role play with me no matter how it goes
role play with me no matter how it goes
role play with me no matter how it goes I you know you’re gonna feel like you
I you know you’re gonna feel like you
I you know you’re gonna feel like you were beaten beaten up right but she told
were beaten beaten up right but she told
were beaten beaten up right but she told me I was gonna be right and you can’t
me I was gonna be right and you can’t
me I was gonna be right and you can’t come out if I say shocking horrible you
come out if I say shocking horrible you
come out if I say shocking horrible you know you can’t ever say what he’s saying
know you can’t ever say what he’s saying
know you can’t ever say what he’s saying backed me you know he caught me off
backed me you know he caught me off
backed me you know he caught me off guard right and then then what I always
guard right and then then what I always
guard right and then then what I always do then I defuse a negative and then I
do then I defuse a negative and then I
do then I defuse a negative and then I pitched the positive and most people
pitched the positive and most people
pitched the positive and most people pitch the positive and hope the negative
pitch the positive and hope the negative
pitch the positive and hope the negative will go away they sandwich the negative
will go away they sandwich the negative
will go away they sandwich the negative positive negative positive say I don’t
positive negative positive say I don’t
positive negative positive say I don’t like sandwich at all start with the
like sandwich at all start with the
like sandwich at all start with the negative thought with the negative and I
negative thought with the negative and I
negative thought with the negative and I said and you will learn more than anyone
said and you will learn more than anyone
said and you will learn more than anyone else so how do you do that in a business
else so how do you do that in a business
else so how do you do that in a business deal where you start with okay I’m sure
deal where you start with okay I’m sure
deal where you start with okay I’m sure you think we’re horrible we’re trying to
you think we’re horrible we’re trying to
you think we’re horrible we’re trying to get more than we should or will you
get more than we should or will you
get more than we should or will you don’t walk it to the table you could
don’t walk it to the table you could
don’t walk it to the table you could make a really educated guess on what the
make a really educated guess on what the
make a really educated guess on what the other side is gonna think of you if
other side is gonna think of you if
other side is gonna think of you if you’re a big business dealing with a
you’re a big business dealing with a
you’re a big business dealing with a small business if you David and Goliath
small business if you David and Goliath
small business if you David and Goliath you know that before you get to the
you know that before you get to the
you know that before you get to the table right flip side around if you new
table right flip side around if you new
table right flip side around if you new to the industry and you try to work your
to the industry and you try to work your
to the industry and you try to work your way into the industry how do you look to
way into the industry how do you look to
way into the industry how do you look to somebody who’s been in the industry you
somebody who’s been in the industry you
somebody who’s been in the industry you look like an intruder mm-hm
look like an intruder mm-hm
look like an intruder mm-hm you know I’m sure I look like an
you know I’m sure I look like an
you know I’m sure I look like an intruder I’m sure I look wet behind the
intruder I’m sure I look wet behind the
intruder I’m sure I look wet behind the ears I’m sure I look like I don’t have
ears I’m sure I look like I don’t have
ears I’m sure I look like I don’t have any experience in this area because if
any experience in this area because if
any experience in this area because if I’m new to the industry and I’m talking
I’m new to the industry and I’m talking
I’m new to the industry and I’m talking to somebody’s been in the industry for a
to somebody’s been in the industry for a
to somebody’s been in the industry for a while what I want is money you’ve got I
while what I want is money you’ve got I
while what I want is money you’ve got I want a piece of your pie it’s a nice big
want a piece of your pie it’s a nice big
want a piece of your pie it’s a nice big pie here and I want to take a big bite
pie here and I want to take a big bite
pie here and I want to take a big bite I’m right
I’m right
I’m right if I’m new to the industry and so and
if I’m new to the industry and so and
if I’m new to the industry and so and and you it doesn’t take a genius to talk
and you it doesn’t take a genius to talk
and you it doesn’t take a genius to talk it through go like yeah somebody who’s
it through go like yeah somebody who’s
it through go like yeah somebody who’s new the industry’s trying to hammer the
new the industry’s trying to hammer the
new the industry’s trying to hammer the wind I got no respect for people who’ve
wind I got no respect for people who’ve
wind I got no respect for people who’ve already been there and I’ll say that huh
already been there and I’ll say that huh
already been there and I’ll say that huh you know I’m sure I’m sure I look like
you know I’m sure I’m sure I look like
you know I’m sure I’m sure I look like an intruder here so how do you how do
an intruder here so how do you how do
an intruder here so how do you how do you frame the positive afterwards then
you frame the positive afterwards then
you frame the positive afterwards then you go look like an intruder but and
you go look like an intruder but and
you go look like an intruder but and then I’ll say and there’s money to be
then I’ll say and there’s money to be
then I’ll say and there’s money to be made here that wasn’t there otherwise
made here that wasn’t there otherwise
made here that wasn’t there otherwise because if I’m new to the industry
because if I’m new to the industry
because if I’m new to the industry especially if I’m bringing a deal in I’m
especially if I’m bringing a deal in I’m
especially if I’m bringing a deal in I’m bringing you found money mmm the worst
bringing you found money mmm the worst
bringing you found money mmm the worst thing I could do is say hey look I got
thing I could do is say hey look I got
thing I could do is say hey look I got some fine money for you all right let me
some fine money for you all right let me
some fine money for you all right let me bring this to you sure you’re gonna be
bring this to you sure you’re gonna be
bring this to you sure you’re gonna be like you ain’t bringing me nothing I’m
like you ain’t bringing me nothing I’m
like you ain’t bringing me nothing I’m fine all right I can pay my bills before
fine all right I can pay my bills before
fine all right I can pay my bills before you walked in the door it around you to
you walked in the door it around you to
you walked in the door it around you to pay my bills so but I want to make that
pay my bills so but I want to make that
pay my bills so but I want to make that point so else I got somewhere I’m going
point so else I got somewhere I’m going
point so else I got somewhere I’m going I’m gonna say you know I’m sure I’m look
I’m gonna say you know I’m sure I’m look
I’m gonna say you know I’m sure I’m look like an intruder and I’m appreciative of
like an intruder and I’m appreciative of
like an intruder and I’m appreciative of what the end of years you’ve been here
what the end of years you’ve been here
what the end of years you’ve been here for a thousand years I you know I don’t
for a thousand years I you know I don’t
for a thousand years I you know I don’t know anything
know anything
know anything mmm it’s always lead with the negative
mmm it’s always lead with the negative
mmm it’s always lead with the negative or the elephant identify the elephant
or the elephant identify the elephant
or the elephant identify the elephant that’s exactly right it’s negative but
that’s exactly right it’s negative but
that’s exactly right it’s negative but uh the the elephant in the room
uh the the elephant in the room
uh the the elephant in the room identified an elephant always gets
identified an elephant always gets
identified an elephant always gets smaller every time you call the elephant
smaller every time you call the elephant
smaller every time you call the elephant in room out again and there’s a subtle
in room out again and there’s a subtle
in room out again and there’s a subtle difference to never deny it like five
difference to never deny it like five
difference to never deny it like five reefs and I’m sure I seem like an
reefs and I’m sure I seem like an
reefs and I’m sure I seem like an intruder which is good and if I say to
intruder which is good and if I say to
intruder which is good and if I say to you I don’t want you to think I’m an
you I don’t want you to think I’m an
you I don’t want you to think I’m an intruder
intruder
intruder that’s a denial that’s gonna say I am an
that’s a denial that’s gonna say I am an
that’s a denial that’s gonna say I am an intruder yeah and your minds yeah I’m
intruder yeah and your minds yeah I’m
intruder yeah and your minds yeah I’m coming into this new I’m coming to this
coming into this new I’m coming to this
coming into this new I’m coming to this yeah denial magnifies negatives there’s
yeah denial magnifies negatives there’s
yeah denial magnifies negatives there’s subtle difference between denial and
subtle difference between denial and
subtle difference between denial and observation mmm and if I say look man I
observation mmm and if I say look man I
observation mmm and if I say look man I don’t know what you think I’m gonna true
don’t know what you think I’m gonna true
don’t know what you think I’m gonna true derp here I don’t know what your
derp here I don’t know what your
derp here I don’t know what your thinking would be on the years and I
thinking would be on the years and I
thinking would be on the years and I don’t know what I’m doing immediately
don’t know what I’m doing immediately
don’t know what I’m doing immediately you’re thinking that because I denied it
you’re thinking that because I denied it
you’re thinking that because I denied it and that’s why that subtle difference is
and that’s why that subtle difference is
and that’s why that subtle difference is night and day and negotiations that
night and day and negotiations that
night and day and negotiations that subtle difference makes all of it I had
subtle difference makes all of it I had
subtle difference makes all of it I had I’m doing when I’m working on my book
I’m doing when I’m working on my book
I’m doing when I’m working on my book deal I don’t know my agent listen to
deal I don’t know my agent listen to
deal I don’t know my agent listen to this or not but I realize my agent one
this or not but I realize my agent one
this or not but I realize my agent one time because I’m a bad client if
time because I’m a bad client if
time because I’m a bad client if somebody’s negotiating on my behalf
somebody’s negotiating on my behalf
somebody’s negotiating on my behalf because it’s so important to have I’m
because it’s so important to have I’m
because it’s so important to have I’m gonna jump in with no warning of course
gonna jump in with no warning of course
gonna jump in with no warning of course like listen to you this is where I was
like listen to you this is where I was
like listen to you this is where I was supposed to be done yeah yeah yeah I
supposed to be done yeah yeah yeah I
supposed to be done yeah yeah yeah I can’t like only sit back for so long
can’t like only sit back for so long
can’t like only sit back for so long it’s so I’m getting ready I’m jumping in
it’s so I’m getting ready I’m jumping in
it’s so I’m getting ready I’m jumping in the middle of this price negotiation
the middle of this price negotiation
the middle of this price negotiation with a potential writer the pop I want
with a potential writer the pop I want
with a potential writer the pop I want the writer okay you know before I came
the writer okay you know before I came
the writer okay you know before I came across tall tall as a superstar yes he
across tall tall as a superstar yes he
across tall tall as a superstar yes he is the best business book writer on a
is the best business book writer on a
is the best business book writer on a plane he’s right and and so before I
plane he’s right and and so before I
plane he’s right and and so before I came across tall working was trying to
came across tall working was trying to
came across tall working was trying to get some going with another guy and I
get some going with another guy and I
get some going with another guy and I jumped in the middle of it with no
jumped in the middle of it with no
jumped in the middle of it with no warning without telling my agent so I
warning without telling my agent so I
warning without telling my agent so I did it in an email and then I
did it in an email and then I
did it in an email and then I constructed an email to my agent at the
constructed an email to my agent at the
constructed an email to my agent at the same time now if somebody’s supposed to
same time now if somebody’s supposed to
same time now if somebody’s supposed to be keeping her mouth shut or negotiation
be keeping her mouth shut or negotiation
be keeping her mouth shut or negotiation the name you might call them might be a
the name you might call them might be a
the name you might call them might be a loose cannon okay somebody who pipes up
loose cannon okay somebody who pipes up
loose cannon okay somebody who pipes up when they’re supposed to shut up sure
when they’re supposed to shut up sure
when they’re supposed to shut up sure and they don’t check with anybody else
and they don’t check with anybody else
and they don’t check with anybody else loose cannon so I said I craft an email
loose cannon so I said I craft an email
loose cannon so I said I craft an email to my agent at the same time and at
to my agent at the same time and at
to my agent at the same time and at first I wrote a role in the first time
first I wrote a role in the first time
first I wrote a role in the first time I’ll admit I said I don’t want you to
I’ll admit I said I don’t want you to
I’ll admit I said I don’t want you to think I’m a loose cannon and then I went
think I’m a loose cannon and then I went
think I’m a loose cannon and then I went back and edited it and I said I’m sure I
back and edited it and I said I’m sure I
back and edited it and I said I’m sure I seem like a you know he couldn’t deny it
seem like a you know he couldn’t deny it
seem like a you know he couldn’t deny it right you weren’t denying it you were
right you weren’t denying it you were
right you weren’t denying it you were but this is a predictable negative seem
but this is a predictable negative seem
but this is a predictable negative seem like a loose I said I’m sure I seem like
like a loose I said I’m sure I seem like
like a loose I said I’m sure I seem like a loose cannon sent him the email as
a loose cannon sent him the email as
a loose cannon sent him the email as soon as he’s read it he sent me back I
soon as he’s read it he sent me back I
soon as he’s read it he sent me back I know I don’t I always respect a bold
know I don’t I always respect a bold
know I don’t I always respect a bold move Wow
move Wow
move Wow so I called the negative out it doesn’t
so I called the negative out it doesn’t
so I called the negative out it doesn’t take a genius to figure it out and just
take a genius to figure it out and just
take a genius to figure it out and just call it out identify the elephant in the
call it out identify the elephant in the
call it out identify the elephant in the room don’t deny if I to say no I’d marry
room don’t deny if I to say no I’d marry
room don’t deny if I to say no I’d marry no elephant a room rabbi
no elephant a room rabbi
no elephant a room rabbi yes there is sure and and he is
yes there is sure and and he is
yes there is sure and and he is responded immediately we part of
responded immediately we part of
responded immediately we part of negotiating with the publisher as well
negotiating with the publisher as well
negotiating with the publisher as well when I say no said and done but I’m
when I say no said and done but I’m
when I say no said and done but I’m gonna need to explore every option there
gonna need to explore every option there
gonna need to explore every option there I mean I don’t saying here and yes is a
I mean I don’t saying here and yes is a
I mean I don’t saying here and yes is a bad thing to hear so don’t say yes yeah
bad thing to hear so don’t say yes yeah
bad thing to hear so don’t say yes yeah yes yes it enough selves I I would much
yes yes it enough selves I I would much
yes yes it enough selves I I would much rather say you know okay I’ll do it
rather say you know okay I’ll do it
rather say you know okay I’ll do it I’d love I love to say you went because
I’d love I love to say you went because
I’d love I love to say you went because when you win you’re gonna perform mmm
when you win you’re gonna perform mmm
when you win you’re gonna perform mmm yes is nothing without how
yes is nothing without how
yes is nothing without how I need you to perform at a top level you
I need you to perform at a top level you
I need you to perform at a top level you perform at a higher level when you feel
perform at a higher level when you feel
perform at a higher level when you feel like you win if I if I hear if you look
like you win if I if I hear if you look
like you win if I if I hear if you look at me we make it daily say okay well
at me we make it daily say okay well
at me we make it daily say okay well that’s a resign – okay and we’re gonna
that’s a resign – okay and we’re gonna
that’s a resign – okay and we’re gonna run into trouble when we go to implement
run into trouble when we go to implement
run into trouble when we go to implement coz the minute anything bad could happen
coz the minute anything bad could happen
coz the minute anything bad could happen by you by your inaction you know there’s
by you by your inaction you know there’s
by you by your inaction you know there’s a phrase never be mean to someone who
a phrase never be mean to someone who
a phrase never be mean to someone who could hurt you by doing nothing hmm
could hurt you by doing nothing hmm
could hurt you by doing nothing hmm which nearly everybody can’t hurt you by
which nearly everybody can’t hurt you by
which nearly everybody can’t hurt you by doing nothing right oh so saying okay
doing nothing right oh so saying okay
doing nothing right oh so saying okay I’ll do it right or yes you went are you
I’ll do it right or yes you went are you
I’ll do it right or yes you went are you in right right so yeah I want you to
in right right so yeah I want you to
in right right so yeah I want you to feel like you want you win so we got the
feel like you want you win so we got the
feel like you want you win so we got the better end of the deal yeah cuz are you
better end of the deal yeah cuz are you
better end of the deal yeah cuz are you are you gonna hold to the deal if you
are you gonna hold to the deal if you
are you gonna hold to the deal if you got the best end of the deal of course I
got the best end of the deal of course I
got the best end of the deal of course I love you could break it but awesome yeah
love you could break it but awesome yeah
love you could break it but awesome yeah I got the better end huh right so you
I got the better end huh right so you
I got the better end huh right so you win okay I’ll do it you win because
win okay I’ll do it you win because
win okay I’ll do it you win because you’re both um together if I said that’s
you’re both um together if I said that’s
you’re both um together if I said that’s good cuz you want if you say it it’s bad
good cuz you want if you say it it’s bad
good cuz you want if you say it it’s bad to me because you feel beat mm-hmm I
to me because you feel beat mm-hmm I
to me because you feel beat mm-hmm I don’t want you to I don’t want you to
don’t want you to I don’t want you to
don’t want you to I don’t want you to feel beaten right all right which is
feel beaten right all right which is
feel beaten right all right which is what a real big problems with
what a real big problems with
what a real big problems with negotiation because since I’ve been
negotiation because since I’ve been
negotiation because since I’ve been getting helping people get better at it
getting helping people get better at it
getting helping people get better at it like I get more stories of guys says let
like I get more stories of guys says let
like I get more stories of guys says let me tell you about this deal I had them
me tell you about this deal I had them
me tell you about this deal I had them over a barrel there was nowhere for them
over a barrel there was nowhere for them
over a barrel there was nowhere for them to go you know for all intents sparse
to go you know for all intents sparse
to go you know for all intents sparse because I took them hostage well I gave
because I took them hostage well I gave
because I took them hostage well I gave it to you that the person they beat was
it to you that the person they beat was
it to you that the person they beat was as passive-aggressive as possible on the
as passive-aggressive as possible on the
as passive-aggressive as possible on the implementation of that deal but if you
implementation of that deal but if you
implementation of that deal but if you look a lot of money on the table didn’t
look a lot of money on the table didn’t
look a lot of money on the table didn’t feel good about right huh right it’s
feel good about right huh right it’s
feel good about right huh right it’s always make the other person feel like
always make the other person feel like
always make the other person feel like they got the better end of the deal
they got the better end of the deal
they got the better end of the deal right right they won and yeah they won
right right they won and yeah they won
right right they won and yeah they won and it was their idea it was their idea
and it was their idea it was their idea
and it was their idea it was their idea I like your idea I’ll do it something
I like your idea I’ll do it something
I like your idea I’ll do it something like that yeah okay yeah I mean that
like that yeah okay yeah I mean that
like that yeah okay yeah I mean that that’s really good and so that’s why the
that’s really good and so that’s why the
that’s really good and so that’s why the one usually the one-word answers of yes
one usually the one-word answers of yes
one usually the one-word answers of yes and no those are also frequently
and no those are also frequently
and no those are also frequently misunderstood you know the street kinda
misunderstood you know the street kinda
misunderstood you know the street kinda yes is there’s commitment confirmation
yes is there’s commitment confirmation
yes is there’s commitment confirmation counterfeit and most people are used to
counterfeit and most people are used to
counterfeit and most people are used to getting lured into a trap with yes you
getting lured into a trap with yes you
getting lured into a trap with yes you know would you like to make more money
know would you like to make more money
know would you like to make more money is that a true this is the off season
is that a true this is the off season
is that a true this is the off season you know whatever setup yes sir it okay
you know whatever setup yes sir it okay
you know whatever setup yes sir it okay yeah you know what’s leading someplace
yeah you know what’s leading someplace
yeah you know what’s leading someplace yes one of my one of my students is on a
yes one of my one of my students is on a
yes one of my one of my students is on a honeymoon and he’s want to get a an
honeymoon and he’s want to get a an
honeymoon and he’s want to get a an upgrade on his bungalow and it’s the
upgrade on his bungalow and it’s the
upgrade on his bungalow and it’s the offseason in his in his resort now what
offseason in his in his resort now what
offseason in his in his resort now what they typically do is they cut prices on
they typically do is they cut prices on
they typically do is they cut prices on on their basic rooms Harmon Suites but
on their basic rooms Harmon Suites but
on their basic rooms Harmon Suites but not the honeymoon lines and he but he
not the honeymoon lines and he but he
not the honeymoon lines and he but he knows they’re all vacant that what he
knows they’re all vacant that what he
knows they’re all vacant that what he doesn’t want to cut price on a regular
doesn’t want to cut price on a regular
doesn’t want to cut price on a regular room he wants a honeymoon suite and he
room he wants a honeymoon suite and he
room he wants a honeymoon suite and he starts out the conversation was like you
starts out the conversation was like you
starts out the conversation was like you know isn’t it true this is the offseason
know isn’t it true this is the offseason
know isn’t it true this is the offseason the general manager knows is a trap
the general manager knows is a trap
the general manager knows is a trap there it’s once a guy starts going
there it’s once a guy starts going
there it’s once a guy starts going sideways on him immediately really he
sideways on him immediately really he
sideways on him immediately really he didn’t say yes right he didn’t want to
didn’t say yes right he didn’t want to
didn’t say yes right he didn’t want to say yes cuz he knows that yes his
say yes cuz he knows that yes his
say yes cuz he knows that yes his commitment and yes is probably a trap
commitment and yes is probably a trap
commitment and yes is probably a trap and he knows I don’t know where you
and he knows I don’t know where you
and he knows I don’t know where you going with this but you’re going
going with this but you’re going
going with this but you’re going someplace that’s what he said yeah
someplace that’s what he said yeah
someplace that’s what he said yeah then what happened well then and so then
then what happened well then and so then
then what happened well then and so then my student realized that you know he
my student realized that you know he
my student realized that you know he fell into this just yes trap thing mmm
fell into this just yes trap thing mmm
fell into this just yes trap thing mmm so he had to kind of get it kind of get
so he had to kind of get it kind of get
so he had to kind of get it kind of get back out of it and they started talking
back out of it and they started talking
back out of it and they started talking instead of trying to get yeses and noes
instead of trying to get yeses and noes
instead of trying to get yeses and noes I don’t we started describing a
I don’t we started describing a
I don’t we started describing a situation it started showing up a little
situation it started showing up a little
situation it started showing up a little bit yeah well I’m sure you know a lot of
bit yeah well I’m sure you know a lot of
bit yeah well I’m sure you know a lot of guys don’t like me coming we want a room
guys don’t like me coming we want a room
guys don’t like me coming we want a room we don’t want to pay anything for it you
we don’t want to pay anything for it you
we don’t want to pay anything for it you get so many tourists that are in here in
get so many tourists that are in here in
get so many tourists that are in here in the offseason and they’re cheap that’s
the offseason and they’re cheap that’s
the offseason and they’re cheap that’s why they’re here in the offseason anyway
why they’re here in the offseason anyway
why they’re here in the offseason anyway because I cheap to start with and it
because I cheap to start with and it
because I cheap to start with and it wouldn’t pay anything for anything
wouldn’t pay anything for anything
wouldn’t pay anything for anything anyway and now the managers appreciate
anyway and now the managers appreciate
anyway and now the managers appreciate where guys come from he’s leading with
where guys come from he’s leading with
where guys come from he’s leading with the negative right he ends up getting
the negative right he ends up getting
the negative right he ends up getting the upgrade really yeah free cuz he
the upgrade really yeah free cuz he
the upgrade really yeah free cuz he built a relationship and yeah the guy
built a relationship and yeah the guy
built a relationship and yeah the guy the guy the guy’s got an empty room yeah
the guy the guy’s got an empty room yeah
the guy the guy’s got an empty room yeah never be mean to somebody could hurt you
never be mean to somebody could hurt you
never be mean to somebody could hurt you by doing nothing not giving you the the
by doing nothing not giving you the the
by doing nothing not giving you the the empty room is doing nothing you know you
empty room is doing nothing you know you
empty room is doing nothing you know you want this guy to give you a favor and he
want this guy to give you a favor and he
want this guy to give you a favor and he doesn’t own the hotel and those rooms
doesn’t own the hotel and those rooms
doesn’t own the hotel and those rooms are normally vacant anyway so his owner
are normally vacant anyway so his owner
are normally vacant anyway so his owner whoever owns the hotel they’re not mad
whoever owns the hotel they’re not mad
whoever owns the hotel they’re not mad at him because those rooms are empty
at him because those rooms are empty
at him because those rooms are empty they expected her to be anything yeah so
they expected her to be anything yeah so
they expected her to be anything yeah so he’s got options you know ultimately you
he’s got options you know ultimately you
he’s got options you know ultimately you want to make their pets like
want to make their pets like
want to make their pets like you know you give me that upgrade I’m
you know you give me that upgrade I’m
you know you give me that upgrade I’m gonna be a fan for life I’m gonna tell
gonna be a fan for life I’m gonna tell
gonna be a fan for life I’m gonna tell everyone about it
everyone about it
everyone about it tell all my friends about this something
tell all my friends about this something
tell all my friends about this something I’ve done for like the last ten years a
I’ve done for like the last ten years a
I’ve done for like the last ten years a friend of mine told me this line that
friend of mine told me this line that
friend of mine told me this line that he’s like you know if you ever want an
he’s like you know if you ever want an
he’s like you know if you ever want an upgrade if you ever want like something
upgrade if you ever want like something
upgrade if you ever want like something better in the deal use this line and I
better in the deal use this line and I
better in the deal use this line and I swear I’ve been using it maybe it’s been
swear I’ve been using it maybe it’s been
swear I’ve been using it maybe it’s been wrong but I love your opinion okay I say
wrong but I love your opinion okay I say
wrong but I love your opinion okay I say what’s the chance you can help me with
what’s the chance you can help me with
what’s the chance you can help me with this all right so that’s it that’s a
this all right so that’s it that’s a
this all right so that’s it that’s a what question to start what’s the chance
what question to start what’s the chance
what question to start what’s the chance do things about that that I like first
do things about that that I like first
do things about that that I like first of all to what question yeah and
of all to what question yeah and
of all to what question yeah and secondly what’s the chance you can
secondly what’s the chance you can
secondly what’s the chance you can upgrade me you’re elevating the person
upgrade me you’re elevating the person
upgrade me you’re elevating the person when you ask it for out so you’re giving
when you ask it for out so you’re giving
when you ask it for out so you’re giving them power right right the opportunity
them power right right the opportunity
them power right right the opportunity to have power right yeah so there’s and
to have power right yeah so there’s and
to have power right yeah so there’s and and I don’t know that I change that
and I don’t know that I change that
and I don’t know that I change that sense at all I might say in advance like
sense at all I might say in advance like
sense at all I might say in advance like look this is really gonna seem greedy mm
look this is really gonna seem greedy mm
look this is really gonna seem greedy mm you know cuz you can’t leave me with the
you know cuz you can’t leave me with the
you know cuz you can’t leave me with the negative lady lead with a negative see
negative lady lead with a negative see
negative lady lead with a negative see if you try to call out a negative that’s
if you try to call out a negative that’s
if you try to call out a negative that’s not there
not there
not there you won’t plant it if you try to deny a
you won’t plant it if you try to deny a
you won’t plant it if you try to deny a negative that’s not there you plant that
negative that’s not there you plant that
negative that’s not there you plant that baby that’s why you have to know the
baby that’s why you have to know the
baby that’s why you have to know the difference between a denial in a
difference between a denial in a
difference between a denial in a straight observation and though that’s a
straight observation and though that’s a
straight observation and though that’s a subtle difference because you’re good
subtle difference because you’re good
subtle difference because you’re good you’re probably gonna want to say before
you’re probably gonna want to say before
you’re probably gonna want to say before you ask the guy for a discount you’re
you ask the guy for a discount you’re
you ask the guy for a discount you’re probably gonna say this guy’s gonna
probably gonna say this guy’s gonna
probably gonna say this guy’s gonna think I’m cheap and I’m greedy I don’t
think I’m cheap and I’m greedy I don’t
think I’m cheap and I’m greedy I don’t want him to think that mm-hmm
want him to think that mm-hmm
want him to think that mm-hmm so if you mentioned at all you’d get
so if you mentioned at all you’d get
so if you mentioned at all you’d get instinct to say look like I don’t want
instinct to say look like I don’t want
instinct to say look like I don’t want to I don’t want you I don’t want you to
to I don’t want you I don’t want you to
to I don’t want you I don’t want you to think I’m cheap and greedy
think I’m cheap and greedy
think I’m cheap and greedy that’s a denial that plans it so I bet
that’s a denial that plans it so I bet
that’s a denial that plans it so I bet you might think that I’m being a little
you might think that I’m being a little
you might think that I’m being a little grey shirts
grey shirts
grey shirts I’m sure that’s my frog I’m being greedy
I’m sure that’s my frog I’m being greedy
I’m sure that’s my frog I’m being greedy but what’s the chance you can help you
but what’s the chance you can help you
but what’s the chance you can help you can upgrade me yeah yeah you can support
can upgrade me yeah yeah you can support
can upgrade me yeah yeah you can support me and getting up and so if you’re
me and getting up and so if you’re
me and getting up and so if you’re asking for an upgrade as if you were
asking for an upgrade as if you were
asking for an upgrade as if you were vain the guy’s gonna no that’s not
vain the guy’s gonna no that’s not
vain the guy’s gonna no that’s not greedy you want him you want him
greedy you want him you want him
greedy you want him you want him thinking no you want I’m saying them hmm
thinking no you want I’m saying them hmm
thinking no you want I’m saying them hmm those a great answer because when
those a great answer because when
those a great answer because when somebody says no they’d just protected
somebody says no they’d just protected
somebody says no they’d just protected and defended themselves like it’s
and defended themselves like it’s
and defended themselves like it’s ridiculous the most ridiculous question
ridiculous the most ridiculous question
ridiculous the most ridiculous question that they would never say yes to like if
that they would never say yes to like if
that they would never say yes to like if at the end of the negotiation if I can’t
at the end of the negotiation if I can’t
at the end of the negotiation if I can’t if my one of my last things I’m always
if my one of my last things I’m always
if my one of my last things I’m always gonna say is like if you can’t budge at
gonna say is like if you can’t budge at
gonna say is like if you can’t budge at all
all
all say I will look it seems like you’re
say I will look it seems like you’re
say I will look it seems like you’re powerless here Oh nobody wants to say
powerless here Oh nobody wants to say
powerless here Oh nobody wants to say yes oh wow he’s like there’s nothing you
yes oh wow he’s like there’s nothing you
yes oh wow he’s like there’s nothing you could do it seems like a completely
could do it seems like a completely
could do it seems like a completely powerless here and they’ll put you on
powerless here and they’ll put you on
powerless here and they’ll put you on hold they’ll find a way to help
hold they’ll find a way to help
hold they’ll find a way to help seems like you’re powerless you can’t
seems like you’re powerless you can’t
seems like you’re powerless you can’t help me it sounds like you’re powerless
help me it sounds like you’re powerless
help me it sounds like you’re powerless here right don’t we everyone say
here right don’t we everyone say
here right don’t we everyone say yesterday wow that is powerful
yesterday wow that is powerful
yesterday wow that is powerful yeah do you use that a lot when you’re
yeah do you use that a lot when you’re
yeah do you use that a lot when you’re at the individual or anything or
at the individual or anything or
at the individual or anything or something in need of any deal if we
something in need of any deal if we
something in need of any deal if we haven’t come to an agreement that that
haven’t come to an agreement that that
haven’t come to an agreement that that I’m happy with that’ll be the last thing
I’m happy with that’ll be the last thing
I’m happy with that’ll be the last thing I’ll say it seems like there’s nothing I
I’ll say it seems like there’s nothing I
I’ll say it seems like there’s nothing I could say and it seems like you’re
could say and it seems like you’re
could say and it seems like you’re powerless it seems like nothing that you
powerless it seems like nothing that you
powerless it seems like nothing that you could say to them to get what you need
could say to them to get what you need
could say to them to get what you need right or for them to move deal points
right or for them to move deal points
right or for them to move deal points and it seems like you’re powerless right
and it seems like you’re powerless right
and it seems like you’re powerless right they’re powerless right so yeah we allow
they’re powerless right so yeah we allow
they’re powerless right so yeah we allow people have cut deals by they thought it
people have cut deals by they thought it
people have cut deals by they thought it was completely in the tank they’re
was completely in the tank they’re
was completely in the tank they’re actually just trying to end positively
actually just trying to end positively
actually just trying to end positively it’s really it’s critical to him
it’s really it’s critical to him
it’s really it’s critical to him positively hmm
positively hmm
positively hmm so give me one little extra thing then
so give me one little extra thing then
so give me one little extra thing then if you know they want to end positively
if you know they want to end positively
if you know they want to end positively not like yeah I’m powerless here so
not like yeah I’m powerless here so
not like yeah I’m powerless here so let’s do the deal yeah okay I’ll throw
let’s do the deal yeah okay I’ll throw
let’s do the deal yeah okay I’ll throw in this or I’ll give you this or yeah
in this or I’ll give you this or yeah
in this or I’ll give you this or yeah like I make it I make it a regular pour
like I make it I make it a regular pour
like I make it I make it a regular pour like my credit cards almost all I’ve got
like my credit cards almost all I’ve got
like my credit cards almost all I’ve got fees mm-hmm and I called every year ask
fees mm-hmm and I called every year ask
fees mm-hmm and I called every year ask him to waive the fee yeah and and they
him to waive the fee yeah and and they
him to waive the fee yeah and and they almost always do and tell the guy says
almost always do and tell the guy says
almost always do and tell the guy says well we wait the fee on you the last
well we wait the fee on you the last
well we wait the fee on you the last five years a row it sounds like you’re
five years a row it sounds like you’re
five years a row it sounds like you’re powerless yeah I wanna say yeah I’ll say
powerless yeah I wanna say yeah I’ll say
powerless yeah I wanna say yeah I’ll say that I’ll say it sounds like you’re
that I’ll say it sounds like you’re
that I’ll say it sounds like you’re absolutely powerless it sounds like
absolutely powerless it sounds like
absolutely powerless it sounds like you’re nothing nothing you could do and
you’re nothing nothing you could do and
you’re nothing nothing you could do and they’ll put me on hold
they’ll put me on hold
they’ll put me on hold yes obviously what I could do you know
yes obviously what I could do you know
yes obviously what I could do you know come back and do like Wayne wants to be
come back and do like Wayne wants to be
come back and do like Wayne wants to be powerless oh wow that’s great
”
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