Do you worry about getting to the negotiation stage in buying a business and not knowing what to do?
Does it intimidate you to think about deal making when there are a lot of zero’s on the line?
Or are you excited but want to become an incredible negotiator and just want to optimize your skills?
We sat down with Mori Taheripour. She is the head negotiation professor at Wharton, a former negotiation expert with USAID in their sports development group, who has led negotiations around the world, taught more than 5,000 people from Chinese diplomats, to graduate students, and is called in regularly by Goldman Sachs, MBL, NBPA, NFL and Fortune 100 companies to think through complex deals and strategies.
Her full interview is located in our course in Unit 7 but we distilled some of our favorite takeaways for those of you looking to sharpen your negotiation blade.
They just may surprise you.
These aren’t your average tactics and strategies, which most people forget when they get in the negotiation, these are a complete mental mind flip.
The truth in negotiating with small businesses is you need to lead with three things.
Most people think those are usually:
- your goals
- your price
- competitive intel and lots of hard charging.