The Andy Griffith Negotiation Strategy
Be Andy Taylor. You know, from Mayberry. Yes, let’s think about how Sheriff Andy Taylor would buy or sell a house. He’s folksy and open and kind. But not in a contrived way. No, he’s genuine. But come on, we all know he is also clever and shrewd and…paying attention. He sets his own pace and never lets his emotions get the better of him. People often mistake easygoing for slow-witted or unimaginative. By the time the other side finally realizes who they’re dealing with, it’s all over. I am not saying to be someone you are not. Just take the Andy Taylor approach.
Ya’ll come on over after church and get a good look at the place. After that we can chat a spell with some of Aunt Bee’s cobbler.
In fact I like the Andy Taylor approach for all sorts of negotiations. Be open and kind and genuine and clever and shrewd and pay attention. Add folksy if you can be genuine about it. (If you cannot do folksy, be amiable. But everyone can be genuine.) Think about it: You can be all of these things, and at the same time, you can better understand the contract, and due diligence, you are better prepared, you are deliberate, and awake, and never insulted or emotional. You are accommodating, but with an ease that says, weeell, it doesn’t really matter one way or the other.
See what I mean? It’s a winning combination. Good negotiation is a combination of attitude and preparedness, and throw in a bit of intelligence and experience.