Setting the Scene and the Mind
Yea, though you may walk through the alley of the shadow of debt, show no hunger. You need to think like a person who can walk away from a deal. Prepare yourself to postpone immediate gratification for long-term goals. Too many amateur negotiators suffer from “sellitus,” an affliction that forces them to make a deal at any cost.
Avoid the temptation to overwhelm. You must not be perceived as either an egomaniac or a victim. The image you want to portray is that of a person who is modest, honest, generous, hospitable, and maybe a bit eccentric. Show yourself as a down-home person with a penthouse personality.
Let’s look at some points I feel deserve explanation. These are in no order of priority once you get past ...