The Altman Close

Chapter 27PUTTING ON THE POKER FACE

Here’s the thing: In negotiations, in business, in life, people piss off people. Suck it up. Put on a poker face. Remember what your goal is – to negotiate the best deal for your client, close deals, and make money. Not to duke it out in the parking lot.

Like I said, when it comes to money, a pressured shot clock, and someone’s livelihood, people get weird. They get nasty. Suck it up. I don’t care if you’re cursed off, rudely dismissed, or get a drink thrown on you. You’re a mature adult trying to close a deal. This is business. Suck it up: no emotion, just a poker face. Make money. In the words of my father, “Don’t believe in the person, don’t believe in the project, believe in yourself. Act accordingly.”

The Anger Hammer

Imagine that every time you lose your cool in negotiations, a big shiny hammer appears in the sky and comes hurtling downward, right toward your head. (Let’s not confuse this anger hammer with the golden hammers of knowledge we use to wield power in negotiation, but if you can get a handle on the anger hammer . . . well, I’ll get to that later.)

Emotion, especially anger, is weakness at the negotiating table, and if you can’t find your poker face, buying and selling real estate is going to be hard for you. Don’t whine, don’t bitch, don’t pout, don’t curse, don’t get angry, don’t pace, and don’t storm out. Shit happens. Not everyone is as respectful as they should be. Know this going in and be prepared to let it roll of ...