“The Essence of strategy is choosing what not to do.”
Michael Porter
In a world of impulse, the discipline to pause and strategize is lacking. I play a long game because I prefer to win the war not just a battle. Settling for a battle win is the biggest mistake I warn my clients against. The euphoria of a quick win or the satisfaction of a random reaction win can short circuit a better strategy. Avoid that bait. For example, in real estate contract negotiations there is a lot of focus on the price when in reality the timing of a closing or the concessions are far superior issues than a 5k or 10k price fluctuation. The obvious is cheese sitting out on a platter that is too good to be true so restrain yourself. When I started out my practice representing husbands in divorce cases was an abundant case load. My typical first meeting with the client was a mindset meeting where the client was informed that they might have lots of initial setbacks but if they stayed diligent the war would be won. Stamina is the number one asset in a legal battle. I thought you might benefit from some strategy pointers. These tips can assist someone negotiate a contract, navigate a conflict or exit out of a difficult circumstance. I have used them to order dinner!
1. Remember what you want is not what the opposition wants.
2. Make a list of things that you can give up without emotion.
3. Identify what you want the most then hide it.
4. Imagine where you want to be in 5 years then work backwards.
5. Avoid the noise of your pain, anger, hurt and betrayal put it behind you so you can focus.
6. As soon as you get what you want close the meeting and leave.
7. Trust yourself.
8. Listen, truly listen actively.
9. Remember that this situation, circumstance or thing is temporary so don’t treat it like it’s permanent.
Albert R. Hartley
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