Mastering Emotional Intelligence for Successful Long-Distance Negotiations

Building Relationships Skill #8: Hone your Emotional IQ to a level that you not only use it to build relationships and motivate people but to communicate and negotiate better. Last week Dwight asked you to consider how best to cultivate customers who operate at a long-distance from EC. Dwight wants to extend this idea, even more, to see how you would approach the idea of using your Emotional IQ to communicate and negotiate with the long-distance customers. Sarah is the team lead for EC in Japan. Sarah wants to find a small office for EW to show its products to potential distributors. She has arrived in Tokyo armed with her budget and culture research and confidence in her negotiation skills. Sarah, with the help of a real estate broker has found a promising leasehold in Tokyo near medical centers and elderly communities.  The building is a small space but has good foot traffic and signage space and is located in a premier area of Tokyo.  It is 75 Tsubo or 2,669 sq. ft. in size. The owners (a father and son) are asking for a rent of 1,000,000 JPY or $8895.21 per month excluding utilities.  The owners have several buildings in the area and are well-respected real estate brokers in Tokyo as their family has been in the business for generations. The broker who arranged the meeting with the owners urged Sarah to think carefully before she spoke to the two men. They were rather old fashioned, and it was probably best to avoid offending them as they controlled a lot of real estate in Tokyo.  It might be hard to find a good space if t