Small Business School
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Cheryl negotiates for her 8,000 customers.
Cheryl Womack negotiates for her 8,000 customers.
Small Business School
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Be A Tough Negotiator
Small Business School

VICKY: A year later when I felt I was ready to go so I called Herman Miller. I said, "You know Brian's moving to North Carolina."

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Transcript Segments
Small Business School
1. Do Business Wherever There Are Men
2. Think Big -- Think Heavy Metal
3. Be Confident and Bold
4. Create Good Work for Women
5. Learn Everything
6. Ask For What You Want
7. Be A Tough Negotiator
8. Participate In A Powerful Group
9. Pay Attention To The Numbers
10. Take Action

They said, "No, we didn't really know that. We know his dealership's still for sale." "Yes," and I said, "well you know that it's really difficult to run a business from outside, you really need to be within your organization." They said, "Yeah, we do know that." And I said "Would you back me if I can get him to a reasonable price?" They said, "We're really not doing that any longer, but do you think you can get a reasonable price?" And I said, "Yeah, I really think I can." They said, "Well, put a proposal together and we'll talk to you."

Herman Miller lent me the money for my working capital and my initial Note to Brian, because the way we negotiated the deal is I paid him some money upfront and then I paid him the balance over a four-year period of time. So they lent me the upfront money and it was in a Note that I paid off over time.

HATTIE: How long did it take you to pay it off?

VICKY: Well the Note to Brian, the second half was a four-year term which we paid off in four years, and probably the whole Brian portion was probably like eight years.

HATTIE: Was that a little scary when you put your signature on the line, that now you're responsible for this debt?

VICKY: No. It really wasn't. You know it's so funny, people ask that question and it's just -- it goes back to that confidence. It's like I know I can do it and I know I will do it. And you know what, there will be things that I don't see now that I'll run into but I'll figure it out.

HATTIE: Where do you think that confidence comes from?

VICKY: Hattie, that's a really good question and when I think back to my childhood and my life, there's always been a confidence there and I really have to say that I have a strong faith and I know that there's a purpose for my life.

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