Page 16 of Negotiating Tactics

“Of course not,” he responded, smiling innocently.

I huffed. “Am I supposed to trust that smile, George?”

“Of course. I’m a man of my word,” George said.

“It’s not final yet, but based on the chatter I’m hearing, the city is planning on loosening some of the zoning regulations, so I’ll be able to convert the building into a live-work space. My plan is to open my own law practice there and then rent out the other three units, preferably to young entrepreneurs, provided they can show me a reasonable business plan. And since there are units in the back, I can either rent those as living space or use them for additional businesses, all at a reasonable rate that will allow the businesses to grow and produce a stable flow of income,” I said.

“A stable flow for yourself as well?” George said.

I nodded. “Sure. Hopefully,” I said, thinking about the flood before I continued, “and, potentially, for you,” I said.

“So, you’re looking at seller financing?” George asked.

I shrugged, then leaned back in the chair, crossing my legs.

“I can secure the bank financing—eventually—but it’s going to take time,” I said, being honest with George. “Ideally, you’ll allow me to make a show of good faith, and then I can work on getting full financing.”

George templed his fingers in front of his face and tapped his chin as he considered. Then, finally, he said, “I like the idea.”

I nodded, somewhat relieved.

Very often, the bottom line was the bottom line, but I got the sense that wasn’t the case with George, something he confirmed.

“I came to this country with nothing and have built an amazing life for myself and my family. But I didn’t do that without help. It warms my heart to see young people like you trying to do the same for others, and I’d love to be a part of that,” he said.

My heart lifted, but I tried to keep myself grounded, knowing the deal wasn’t done.

Still, this felt like it might be break I’d been hoping for.

He considered a moment longer and then laid his hands on the table. “So, if you can come to the table with fifteen thousand in ninety days, I’ll sell the building to you,” he said.

“Ninety days, huh,” I said, doing some quick calculations.

I had just under nine saved up, so that gave me ninety days to pull together six more.

I could do that. I knew I could.

“I can make that happen, George,” I said.

“I don’t doubt it, chouchou,” he said with a kind smile, his use of the endearment feeling genuine.

I extended my hand and shook George’s.

“You draw up the paperwork, and I’ll bring the money to the table in ninety days,” I said.

“You have a deal,” George responded.

“Thanks for meeting me,” I said.

“You’re welcome,” he said as he stood and walked me out.

As I left, I felt like I was floating on a cloud.

What had seemed so distant just hours ago was now that much closer to being real. I was on the verge of realizing my dream, was this close to opening my practice and giving a helping hand to others.

I pulled out my phone to call Birdie and saw another missed call.

One the spur of the moment, I called the number back.

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