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A Really Great Book and a Really Fine Wine

Cliff Ennico on

--Fear.

--Rigidity.

--Getting emotional or otherwise losing objectivity.

--Lack of integrity on either side (or sometimes both sides).

For Corey, negotiating is a rational process involving enlightened discussion -- not a game, and certainly not a theatrical performance -- and he's exactly right. For entrepreneurs, the best negotiations are about building a relationship for the future, not beating up on the other side or "winning at all costs."

As The Rolling Stones once put it, "You can't always get what you want/ But if you try sometimes you just might find/ You get what you need." Too many clients of mine have won the war but lost the peace by negotiating too aggressively or holding back key information that came to light (too late) after the dust settled on the paperwork.

"Authentic Negotiating" is probably the best book I've read about the types of negotiations I routinely handle for my clients. Corey is not only a leading venture capital lawyer in New York City (www.kupferlaw.com) but also a successful entrepreneur in his own right and a former New York chapter president of the Entrepreneurs' Organization, so he knows whereof he speaks.

Even if you own several books on negotiating, buy this one.

--Sponsored Video--

And if you are looking for a fine wine to knock back while reading Corey's book, have I got a deal for you!

As most of my readers know, I have a YouTube channel with over 40 instructional videos for entrepreneurs (https://www.youtube.com/channel/UCahNH8FgCHT0fFt0cONZj0A). In my flagship video, "How to Sell Anything to Anybody" (www.youtube.com/watch?v=mNe7hUAkx4M), I talk about the two reasons people actually buy things in the real world -- not needs and wants, as all the textbooks say, but rather fears and passions. That video -- and that message -- has been viewed by over 200,000 people in just about every country on Earth.

One of those viewers - owner of the Cantine Sardi winery in Verona, Italy, wrote me last week to tell me he was so inspired by my video that he has decided to name his limited edition 2011 Amarone della Valpolicella "Fears and Passions" (www.cantinesardi.com/amarone-2011). At 195 Euros a bottle -- about $235 plus shipping -- it's not cheap, but at 16.5 percent alcohol by volume (about 4 percent more than a table wine) it packs a punch worthy of a Cliff Ennico presentation.

Soak off the label and put it on your computer as a reminder of how to sell effectively. Keep Corey's book nearby to remind you of the right way to negotiate. Now all you need is an inspiring memento to keep your books and records properly.

I'm working on that ...

Cliff Ennico (crennico@gmail.com) is a syndicated columnist, author and former host of the PBS television series "Money Hunt." This column is no substitute for legal, tax or financial advice, which can be furnished only by a qualified professional licensed in your state. To find out more about Cliff Ennico and other Creators Syndicate writers and cartoonists, visit our webpage at www.creators.com.

 

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