What He Wore to the Takeover: One deal maker’s thoughts on clothes and negotiating
August 2nd, 2007In the Style section of the Wall Street Journal last week (Thursday, July 26, 2007) writer Christina Binkley talked to Colony Capital LLC chairman Thomas J. Barrack, Jr. about his choice in clothes when attending international negotiations worth mega millions.
On the surface the article appears to be nothing more than a fluff piece not worth reading. But, since I am a total nut and will read anything with a hint of negotiation in the body, I read the article. In fact, I read every last word. And was it worth it!
After talking about how he ties his scarf in Italy, sat thru 100 degree heat in the Middle East, and pays more than $3,000 for a pair of shoes (and only women are nuts for shoes?!), Mr. Barrack gives his adversaries the most chilling condemnation.
In the second to the last sentence, Mr. Barrack says he disregards all the fashion advice that he just gave “if the people his is dealing with show that they have intellectual depth.” Ouch! That stings. You mean to tell me that all this stuff about pocket squares, ties and shoes is a show for the morons?!
Yes, it is. And, you cannot imagine how relieved I was to read that statement. Dressing well is a sign of pride in one self, and nothing more. Bill Gates hardly looks the part of billionaire deal maker and yet, he is one of the most influential business men in the U.S.
The bottom line for you: Know what you are talking about when you sit down to negotiate. It is that simple. If you show up in khaki pants and button down plaid shirt and you know your sh*t, you will be taken seriously. If you show up in a $4,000 suit and blow smoke, you will not be taken seriously. Period.
This entry was posted on Thursday, August 2nd, 2007 at 5:01 pm and is filed under General, Tactics. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.
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