In my role as Director of Leasing with #MadisonProperties, I’ve learned that successful negotiations often hinge on more than just the numbers. They require a deep understanding of interpersonal relationships and the psychology of motivation.
Consider a challenging negotiation I recently had with a broker known for his tough tactics. Our discussions were at an impasse, this was a big lease and it was clear that a different approach was needed.
I invited the broker to join me for an evening out with single malt scotch and watching hockey, both shared interests of ours. This change of scenery allowed us to step away from the formalities of the negotiation table and engage on a more personal level.
Over a glass of fine scotch and good NY Rangers hockey, we discussed our interests outside of work, creating a connection that transcended our professional roles. This shared experience helped to foster mutual respect and understanding, paving the way for more productive negotiations.
The following day, our discussions took a positive turn. We were able to reach an agreement that was mutually beneficial, a testament to the power of interpersonal relationships in business negotiations.
This experience reinforced a crucial lesson: Behind every negotiation are individuals with their own motivations and interests. Recognizing and respecting this can significantly impact the outcome of our professional interactions.
So, whether it’s over a glass of scotch or a cup of coffee, taking the time to understand the person across the table can be the key to successful negotiations. In leasing and beyond, it’s not just about the properties. It’s about the people.
#MadisonProperties #RelationshipsMatter #PeopleMatter #CommercialLeasing
