Negotiate Like A Pro
Negotiate Like A Pro
How can better communication help business owners close deals faster?
I firmly believe that people do business with people. It doesn’t matter what industry you're in or at what level. For me, this mindset started when I went to school, got good grades, and did the typical college thing. However, I didn’t apply much from my schooling because I didn’t study a specific trade.
I take pride in being able to talk to anyone, and it's genuine. I might be a little polarizing—you either like me or you don’t. When negotiating or working on deals, I’ve learned that putting all your cards on the table helps reach a result much faster, and people appreciate that honesty. Some deals aren’t meant to happen, and that’s okay.
At the end of the day, communication is the key to everything—whether it’s in business, personal relationships, or friendships.
How can business owners protect their reputations in tough negotiations?
It all comes back to being personal. I stand by my word. If I tell you I'm going to do something, even if it turns out badly for me, I’ll still follow through because my reputation is too important. When you approach things with a genuine, holistic perspective, you're putting yourself out there. The only time I "go nuclear" is when I've made my best effort, and the other party still doesn’t want to move forward. In that case, we can agree to disagree and go our separate ways.
What’s the key to applying skills from one business venture to another?
If I had started out saying I was going to go from building materials to making windows in Europe to a regenerative medicine company, there would be no clear path. But each of these ventures built on the last. I took a little skill from each and applied it to the next. Business is business, and people do business with people—that applies across industries. People face the same challenges.
How can busy entrepreneurs create meaningful connections with their children?
We only get 16 summers with our kids. I started doing this thing called the four-trip challenge, which I borrowed from someone. Hopefully, others will take it from me too because moms are the real heroes here. The idea is to take each child on a solo trip wherever they want to go at ages 5, 10, 15, and 20. It’s incredible because kids are growing up fast.
My first trip was with my son. He picked Legoland when he was five. My daughter chose Barbie World. Now, my son probably knows more about cars than I do, and for his 10-year trip, he picked Dubai. We had the best time.
It doesn’t have to be extravagant. The one-on-one time is what’s truly invaluable.
*This interview has been edited and condensed for clarity.*
