Eye on Entrepreneur > 7 Little Words

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My business manager is named Steve Mountain. He is one of the best in the business, and has the patience of a saint. More like the patience of a stone. I’ve thoroughly enjoyed observing him in the negotiation process. Sometimes it’s best to be a bystander during all the initial give-and-take rounds until the final decision is resting on the table.

As long as I’ve known Steve – which is over three decades – he’s had 7 words taped to his desk that represent concepts and a philosophy which he says have never failed him in his thousands upon thousands of hours of negotiations for his sports and entertainment clientele. These seven little words, when applied to your next negotiation, can make a big difference. Here are the 7 Words:

1.	Think – keep an open mind and think of the possibilities.
2.	Listen – listen to what is being said and not said.
3.	Question – ask questions throughout the process.
4.	Perception – what picture is being painted by you and by the other party.
5.	Preparation – do your homework.
6.	Focus – don’t be distracted from the issues and keep your eyes on the prize.
7.	Honesty – don’t lie, cheat or steal, but instead, walk the talk.