I went for a training this week and and in one section of the training the coach (Michael Dale) was talking about negotiation.
He narrated a very simple story of someone who wanted to buy a grandfather clock. A grandfather clock is an expensive purchase - the approximate price for one is about $10,000. This one guy decides he absolutely has to have one and starts saving up to buy it.
Over the course of a few months he manages to save the money and decides, "Its time to go shopping for that clock!". He sees this beautiful antique piece at a store and gets in to take a good look and decides - its perfect!! So he goes up to the storekeeper and asks him for the price. The store keeper says, "$9000."
Our man is thinking, "Wow, that is a steal!" but he doesnt want to buy that easy without even a shot at negotiation. So he starts giving the storekeeper this whole shpeel, "You know as i was looking at that clock i noticed it was really dusty .. and it had a few scratches. I also noticed the price tag was quite faded. It looks like this piece has not only been here for really long.. it has not been taken care off that well. I am quite uncomfortable paying that kind of money for this clock. I'll tell you what though - I am going to make you a great offer... I will pay you $8000 ..All cash of course right away. But no more than that.."
The shopkeeper without batting an eyelid says immediately - "Done!"
The question Michael asked us was - "Do you think the guy left the shop feeling satisfied?"
The answer is very obvious - No he would not be satisfied.
And the reason for that is primarily because he was DENIED THE PROCESS of negotiating.
He was denied the whole 3 act drama of the storekeeper saying - "Ohl but how will i feed my wife and kids! I will make absolutely no margin if i sell to you at that price ! (storekeeper holding head in hands) I absolutely can't." etc etc. And then finally of watching the storekeeper appear to come around to your price.
That is the process that we all understand and expect.. anything less and of course we feel cheated!
I couldn't stop thinking about that story and creating analogies in other contexts.
So i was thinking I've heard this one phrase quite often - "Men like the chase better than the catch".
Newsflash 1- Thats not true just for men by the way, thats true for all people.
Newsflash 2: Its not because we are mercenary - its because we understand that like all good things in life romance is a process. When you come too easily (naughty naughty anna!! and bad bad pun!!) you are denying me the PROCESS OF PLAYING THE ROMANCE GAME' with you.. of wondering if you like me, of second guessing you, of the banter, of being coy with you .. i could go on!
Of course we feel cheated!!
