Steve is a nationally recognized speaker, motivator, consultant, and coach. He has spoken to over 350,000 professionals at over 750 lending institutions across the US. He has taught accredited continuing education classes for real estate professionals, been adjunct faculty at the Sellinger Business School at Loyola University Maryland and Towson University, spoke as a guest lecturer at the Business School at Columbia University, and presented on Capitol Hill. In this episode Steve and Steve Richman discuss:The Three P’s of NegotiationOpenness to other outcomesEmotion and logic Concepts for success  Key Takeaways: Prepare, probe and propose. Preparation is key and being flexible about the outcome is essential in negotiations. Always be willing to explore other options. Don’t be emotionally attached to an outcome. Whether your perspective is from a more logical side or emotional side, it’s important for you to be able to see things from the other side and consider it’s validity even if it doesn’t make sense at the moment. Be an expert in your field, you have to understand what you’re doing. The follow-up is beyond critical, when you say you’ll do something, do it.  “If you know where you wanna get to, and it’s been working, continue to negotiate that way… the person who wins a negotiation is the person that’s always willing to walk away.” - Steve Richman Tim Urban: Inside the Mind of a Master Procrastinator:https://www.ted.com/talks/tim_urban_inside_the_mind_of_a_master_procrastinator?language=en Connect with Steve Richman:Facebook: https://www.facebook.com/MortgageMischiefWithSteve/Website: www.vandykmortgage.com  Email: [email protected] Connect with Steve and Jason:LinkedIn: Jason or SteveWebsite: Rewire, Inc.: Transformed Thinking Email: [email protected]  Show notes by Podcastologist: Justine TallaAudio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

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