Episode 279: Strategies for Successful Deal-Making: Patience, Pacing, and Relationship Building

Season #1

To continue with our DealQuest Podcast project of remastering key episodes in the DealQuest Podcast library, I am bringing you a remaster of another early episode, a solocast that discusses the importance of patience, pacing, asking questions, and maintaining relationships in negotiations.

This remaster couldn’t come at a more perfect time, either, as many of the recent episodes have heard from our amazing guests on these exact topics. This remastered episode serves as a timeless reminder of the fundamental principles that underpin successful negotiations.

Patience is not just a virtue; it's a strategic imperative. When faced with a client in distress, it's tempting to rush into action. The prudent approach, however, is to take a step back, gather information systematically, pose pertinent questions, and attentively listen to the opposing viewpoint. This method lays the groundwork for a robust negotiation strategy.

Equally crucial is pacing. Each negotiation possesses its unique rhythm, and it's essential to respect this cadence. Understanding the pace in a negotiation is key to maintaining momentum and avoiding potential issues. Artificially pushing or slowing the pace can put you at a disadvantage and reduce the chances of a good deal. As a negotiator, experience helps in recognizing the conversation flow and using it to your advantage. Questions are a powerful tool in negotiations, but they are often underutilized.

To achieve successful negotiations, one must understand the importance of asking questions, listening to answers, and being patient. This approach helps in understanding the other party's concerns, allows for useful information exchange, and enables fulfilling their needs.

Imagine this: you're in the midst of a negotiation, and tensions are high. This is where asking questions becomes your superpower. It's not just about gathering information; it's about truly understanding where the other party is coming from. By asking the right questions and really listening to their responses, even when you disagree, you're showing that you value their perspective and are genuinely interested in finding common ground.

Building and maintaining relationships means establishing trust and rapport. It's about respecting the other party's viewpoint, actively listening to what they have to say, and showing a genuine willingness to collaborate towards a win-win outcome.

Why does this matter? Well, for starters, it keeps the conversation flowing, even when things get tough. By fostering a respectful and professional relationship, you create an environment where disagreements can be addressed head-on and solutions can be found.

Building relationships also opens doors to valuable insights. By asking the right questions and really tuning in to the other party's needs, you gain a deeper understanding of what makes them tick. This knowledge becomes your secret weapon in finding creative solutions and identifying areas where compromise is possible. After all, building and nurturing relationships isn't just about shaking hands—it's about laying the groundwork for trust and respect.

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For my full discussion, and more on this topic and topics not featured on this blog post:
Listen to the Full DealQuest Podcast Episode Here

Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.
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