More on the Win-Win Technique | Styles of Negotiating ( Part 2 ) | The Formal Event ( Part 3 )

Good Day Readers, We will Continue where we left from our Last Part.

Well, He showed me how it worked. ” Here’s an example.” he said. “Before that shopping center opened, some executives would buy 2 or 3 of these at one time for their business. But lately nothing!” 

Following this I asked, “Oh, if they buy more than one, you give a discount like the big stores?” “Oh yes,” he said, his eyes visibly sparkling. “I do sell items cheaper in quantity.“

After showing specific interest in the videotape recorders and receiving a 15 minute demonstration, I inquired, ” Which would you personally recommend?” 

Without hesitation he stated, ” Why, this RCA is your best bet. I have one myself.” 

It was now almost 9:45 A.M, and we were on a first-name basis, Herb and John. We had a relationship going, and I knew a great deal about his needs and problems.

Now, with the foundation in place, I said, with the humility of Oliver Twist hesitantly asking for a bowl of gruel,

” Look — I don’t know what these things cost. In fact, I haven’t  the faintest idea. But John, I want to encourage you to say in business. You know your costs. Tell you what I’m going to do, John — I’m going to rely on you.

Just as I trust your recommendation as to be the best model, so I’ll trust you when it comes to a Fair Price. I’m going to rely on you. Just as I trust your recommendation as to the best model, so I’ll trust you when it comes to a Fair Price.

I’m not going to quibble with you in any way. Whatever number you come up with — whatever you write down as a fair price — I’ll pay you right now!” 

“Thank you, Herb,” John said, genuinely Pleased.

I continued, still casual, still fairly offhand, “I rely on your honesty, John. I feel I know you. I won’t question any figure you come up with, even though I realize I can probably better it by shopping around at various department stores.” 

John wrote down a figure, though he shielded it from me with his right hand.

“I want you to make a reasonable Profit, John … but, of course, I want to get a reasonable deal myself.” 

At this point, I introduced more information. ( Remember, I’d entered his shop with instructions to also purchase a 21 inch Sony color TV set, complete with Remote Control.) I said, ” Wait a second — what if I also got this Sony with Remote Control? Would that have a bearing on the Total Price?” 
“You mean as a package Deal?” 

“Yes, I thought about it based upon what you said earlier,”  I said softly.

” Of course“, he murmured. ” Just one second while I add up all these numbers.“

When he was finally ready to give me the Total Price, I said, “There’s just one more thing I should mention to you. I expect that what I am paying you is Fair — A Transaction where we both Profit. Should that be the case, when my business makes a similar Purchase in 3 months, you have already made that sale.” 

As I continued to talk, I noticed that he crossed out the Price he had written. ” But John, if i should find out that my Trust was misplaced, this disappointment will Prevent me from giving you an additional Business.” 

“Of course,” he murmured. ” Let me go into the back room for a minute. I’ll be right back.” 

After consulting a book, he returned in a minute and a half and scrawled another figure.

Following on what he had said earlier, I now ventured, ” I was thinking about what you said a few minutes ago. You know — about your cash-flow Problem. That gave me an Idea I hadn’t thought of before. I was going to charge all this, but — would it be more convenient for you if I paid you in cash?” 

” Oh, Yes,” he replied. “That would help a great deal. Especially now.” 

Saying this, he jotted another number on his pad.

I tugged my Lower Lip. ” You’ll install this for me, Right? I won’t be in town, you know.” 

“Oh, Yes,” he said. ” I’ll install it for you.“

” Okay“, I said. ” Give me your Price.” 

He gave me the Package Price for the RCA and the Sony. It totaled $1,528.30 — which I later learned represented an equitable collaborative Transaction.

I strode to a bank 3 doors away, made out a check for that amount, cashed it, and returned to John with the money in my hand. It was now 10:05 A.M — Mission Accomplished!

All right: What happened here? How did I come out the way I did, though I was unprepared? How did I escape being victimized, in what might have been a competitive situation.

In our Final Part of this Formal Event we will Discuss 
“The Specific ‘Game Plan‘”  
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