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If you’ve ever been married—or in any relationship, with anyone, ever—you know the importance of negotiation.
Two people who disagree will never find common ground without some amount of back and forth. Sometimes that means one person gives in to what the other person wants; sometimes it doesn’t.
The same principle applies in farming. While negotiating with a landlord may not look at all similar to negotiating with a spouse, I think the two require a lot of the same things. As with a spouse, farmers should try to jump into the landlord’s shoes, negotiating as if he were a best friend.
That’s loosely what Stuart Diamond’s recent book Getting Moreis about. Diamond, one of the most famous professors at Wharton Business School, wrote this book not about how to get everything, but how to get more out of life by valuing the other party’s perceptions. It covers everything from getting your kids to do their homework to working billion dollar deals; I highly recommend listening to the audiobook while you’re running around in your combine.
I’ve adapted three “rules” or principles from Diamond’s book. I believe they’re key to mastering the art of negotiating land rent.