It is surprising how many deals do actually get put together, given how fragile deals can be, how many things need to go right, and how easily people can put themselves in the way of good business.
When I asked my network what kind of people made them lose the will to fight for a deal here is what they said:
The reality is that it is easy to externalise the problem and walk away… but that will then limit your deal-making to people you like and get along with easily! I would rather internalise the problem and implement strategies for managing the issue.
Here are my tips for internalising the challenges with those people that are most likely to scuttle your deals:
The challenge with people who have big egos is that they probably want to be ‘right’, the centre of attention, and take all the credit. The easiest way to make this work is to:
I am equally irritated by these people because it feels like you spend a lot of time explaining why something is in their interest and they just don’t quite get it. You could try:
Greed is really tricky because it's quite tiring to fight for every cent or to respond to ambit positions. The trick with greedy people is:
It doesn’t really matter what it is that irritates you in deal-making. It’s your job to think objectively about how you can move that irritant into your locus of control. What strategies could you employ to make the issue dissolve (because they are unlikely to change any other way!).
About the author:
Ben’s background is in commercial business to business sales. Leveraging studies in organisational psychology, Ben’s previous role was responsible for growing Profiling Online’s bespoke leadership assessment business locally and abroad across industries such as Banking and Finance, Insurance, Travel, Engineering and Professional Services.