Recall that the Japanese are buying your company? That meeting went so well. Well, it has been almost ten days since you said goodbye and they returned to Tokyo. Don’t worry. You’re experienced, the banker+interlocutor is experienced. The week you took for the prop-page was timed just right. After all the eleven hour day you spent went well. Didn’t it?

So, play it cool. One page a week and the deal will be done in a month. You don’t want to give them too much. Make them want it, as much as you need it. Is that the way you win?

What happens the longer you wait? Do you become stronger, or weaker? If stronger, then why are you selling now? I learned this from the Japanese in 1983. Do you suppose they have forgotten the lesson?

The reason they want a fast deal is to preserve their honor. They were committed to buy, or they wouldn’t have met with you. The only reason they would meet with you without being interested is out of debt. They would not have a debt to a US company, not that type. At this point, delay favors them. Your delaying says that you are weak or unprepared. If you weren’t prepared to deal, why did you spend your executives precious time. All day, for an hours meet? Wasteful! Maybe polite, but were you? I hope.

time is now on their side. you may be wasting away as you read this…