P1: OTA/XYZ P2: ABC
c19 JWBT144/Gordon September 25, 2009 17:52 Printer Name: Courier Westford, Westford, MA
TRUMP UNIVERSITY ENTREPRENEURSHIP 101
really wanted. How could a win-win result have emerged from this one-sided
hardball game?
First, I had to get his attention by also playing serious hardball and then
coach him on the art of being a win-win player. According to the teachings
of negotiation, I had to figure out what my partner really wanted in life
and in this transaction, and balance that with my own wants. With that as a
starting point, I could then put together a strategy to encourage him to see
the situation differently and lead us out of stalemate. One day, my attention
was captured by a large, magnificent family painting hanging on the wall
behind his desk. He and his wife were in the center, surrounded by their three
children, their children’s spouses, their grandchildren—even the family dog.
He was the patriarch, and his family was his legacy. AndthenIknew!He really
did want to own the entire business, but he wanted to pay a bargain-basement
price. As there could be no other buyer but him, he believed he had time
to wait.
My next discussion with my partner went like this:
Partner, having known you for many years, I appreciate how much you care for
your family, and for their well-being into the far future. Your family portrait
speaks volumes about your loving, protective nature. The safekeeping of your
family is your legacy. I am offering you an unprecedented opportunity to own
our whole ...