Here's a little book that could be a devotional aid for students as well as those with experience in the business world, a daily meditation guide — at least for 101 days.
It's “101 Things I Learned in Business School,” by Michael W. Press with Matthew Frederick, $15 in hardcover, published by Grand Central Publishing.
A review copy landed in The Oklahoman's business news department when it came out last summer. Every time I've picked it up, I've read something that made me go “hmm.”
As in: “Hmm, if I'd had this back in the day, I might could've saved myself the ton of headaches and gut wrenching it took to finagle 18 hours of C's for a minor in economics at Oklahoma State.”
Take Thing No. 23, which is directly applicable to real estate dealing: “The party that cares less about the outcome of a negotiation is in the stronger negotiating position.”
Press, MBA Harvard, Ph.D. George Washington University, who teaches at the University of Illinois, explains:
“There is no stronger position at the negotiating table than indifference — to be able to walk away without negative consequence. This is not to say that a walk-away strategy is the best in every circumstance or over the long run; one can win many negotiating battles but lose a larger negotiating effort by alienating those with whom business could otherwise have been done in the future.”
That sounds like a homeowner who lists a house just to test the water and deliberately overprices it. The danger? A life event makes it necessary to actually sell, and the “larger negotiating effort” is set back because of the stigma: Realtors know the owner already overpriced the place, and is stubborn besides. Good luck with that.
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