Our guest blogger is Jeff Cohen, author of The Dealmaker’s Ten Commandments.
The Dealmaker’s Ten Commandments provides a practical, no-nonsense methodology for negotiating deals, managing your time and handling crisis, all at the highest level.
In a storied instance of professional redemption, I created The Dealmaker’s Ten Commandments to overcome resistance and achieve my goals without losing my soul along the way. Although developed in Hollywood, the real world tactics, strategies and guiding principles are vital for any business environment.
Success is life on your own terms. The Dealmaker’s Ten Commandments empowers you to successfully navigate and negotiate the terms of your life.
DEALMAKER’S COMMANDMENT I – IT IS BETTER TO BE FEARED THAN LOVED
“Love is preserved by the link of obligation which…is broken at every opportunity for advantage; but fear preserves you by a dread of punishment which never fails.” – Niccolo Machiavelli
Being feared is more useful and reliable than being loved.
DEALMAKER’S COMMANDMENT II – POWER LEADS, REASON FOLLOWS
“All things are subject to interpretation. Whichever interpretation prevails at a given time is a function of power and not truth.” – Friedrich Nietzsche
Power not reason drives the outcome of a transaction.
DEALMAKER’S COMMANDMENT III – EVERYONE IS ON THE SAME SIDE THEIR OWN
“Men are moved by two levers only: fear and self-interest.” – Napoleon Bonaparte
Parties are motivated by and can be predicted to behave in accordance with their perceived best self-interest.
DEALMAKER’S COMMANDMENT IV – THINGS ARE PRECISELY AS THEY SEEM
“Things are entirely what they appear to be – and behind them…there is nothing.” – Jean-Paul Sartre
All manner of irrational and emotional impulses must be shaved away to objectively analyze the battlefield.
DEALMAKER’S COMMANDMENT V – NO PIG WRESTLING
“Never wrestle with pigs. You both get dirty and the pig likes it.” – George Bernard Shaw
Combat is honor. Choose your enemies and battles wisely. If combat is thrust upon you, choose to define your enemy and the conditions for victory.
DEALMAKER’S COMMANDMENT VI –TAKE YES FOR YES, MAYBE FOR YES AND NO FOR MAYBE
“The man who can’t dance thinks the band is no good.” – Polish Proverb
Dealmaking is a dance whose basic steps are: offer, counter, close. Conduct the tempo and tune to your advantage.
DEALMAKER’S COMMANDMENT VII – DO IT, DELETE IT DELEGATE IT
“Time is at once the most valuable and the most perishable of all our possessions.” – John Randolph
Time is the Dealmaker’s commodity. Set goals and create a time management system to maximize the impact of your labor and resources.
DEALMAKER’S COMMANDMENT VIII – DON’T PANIC, STOP THE BLEEDING, DON’T COMPOUND THE ERROR
“Everyone has a plan until they get punched in the face.” – Mike Tyson
Train yourself to calmly and effectively handle emergencies. Then, fix the problem, analyze the error and improve the algorithm.
DEALMAKER’S COMMANDMENT IX – BE A DEALMAKER NOT A DEALBREAKER
“A.B.C. A-Always, B-Be, C-Closing. Always be closing. Always be closing.” – Blake/Glengarry Glen Ross
Dealmakers make deals. Know your role, get paid and remember your ABCs. Always be closing.
DEALMAKER’S COMMANDMENT X – HEED NIETZSCHE’S WARNING
“Whoever fights monsters should beware that he, himself, does not become a monster.” – Friedrich Nietzsche
Don’t allow fighting monsters to make you a monster. Heed Nietzsche’s warning by internalizing the virtue of forbearance and finding shelter from the storm.
To hear more about Cohen’s controversial commandments, join us for our Soundview Live webinar: The Essential Tools for Business Negotiation.