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In negotiations, patience beats rushing. The first mouse springs the trap, but the second mouse gets the cheese. Let the other person arrive at their own conclusion instead of pushing your answer on them.
In negotiations, patience beats rushing. The first mouse springs the trap, but the second mouse gets the cheese. Let the other person arrive at their own conclusion instead of pushing your answer on them.
How do you stay in that non-reaction, stay in that sort of curious nature when it feels like there's so much at stake potentially?
I was sitting in a cocktail bar in Boston with a dear friend of mine, and we were talking about analogies. We were talking about the ability to be able to shortcut information through analogies. And Tom says to me, my favorite analogy of all time is that the second mouse gets the cheese. And I've sat with that for a long time, and I've just thought about the literacy of it, of like how literal that is. Is if there's a mousetrap with cheese in it and you're the first one to be able to run in there to try and be able to win, likelihood is you get caught in the trap. Whereas if you're just patient enough to be the second mouse, you just get to be able to walk straight up and take the prize that you wanted for.
Yes.
And I think that's what you need when I talk about posture in these negotiations and in these sales conversations, is you got to be like, I know where this is going to go. I know where this is going to end up and we might get there in 3 minutes. We might get there in 33 minutes. I don't mind how long it's going to take, but what's important is not me telling you, but you figuring this out.
Yes.
So I've got to be patient to allow that to be able to come, come to light. People think an expert's job is to be able to tell somebody where they're wrong, tell somebody where they're right, deliver advice.
It's not.
Yeah. To be able to create a safe space for people to figure things out for themselves. And we could have took 45 minutes to get there, but if I'm going to make $80 grand on a real estate transaction, I don't mind taking 45 minutes for you to find certainty. Not, here's 3 good reasons why you should sell right now. It's, here's 1 good reason why we don't want to stay in this house a day longer than we need to.
