Almost Everything is Negotiable
Good Day Readers, We are about to Start or 2nd Chapter "Almost Everything is Negotiable" of our First Part "Yes, You Can".
So, Lets start; Information, Time Pressures, and Perceived Power often spell the difference between Satisfaction and Frustration for you. Using a hypothetical situation, Let Illustrate.
You awaken one morning and go to the refrigerator for a Glass of Milk. You plan to drink most of it straight, then pour the rest into your coffee. As you open the refrigerator door and grasp the container, you're aware that it's clammy.
Stepping back, you notice a pool of water on the Floor. You call your spouse over to diagnose the situation, and your spouse gives you the technical name for the problem: "Broken Refrigerator."
You comment, "I think we need a new one. Let's buy it at 'Curry's Store', where we won't be hassled." Because your children are too young to be left alone, you tell them, "Get in the car. We're going to buy a Refrigerator."
En route you discuss your cash-flow problem. Since you're not very Liquid at the moment, you decide to spend no more than $400 for the acquisition. In other words, you have a firm objective in mind.
You arrive at the Curry's Store: Sears, Ward's, Gimbel's, Marshall Field's, Macy's, Hudson's, or whatever. For the sake of the narrative we'll say it's Sears. You walk briskly to the Large Appliances Department, with your organization trailing behind you.
As you run your eye over the refrigerators, you see one that appears to meet your needs and specifications. However, as you approach, you notice that on the top of this model is a sign reading, "Only $480.75" - $80.75 more than your checking account can handle.
It's no ordinary sign scrawled with a Magic maker. it's chipboard. And it appears to have been placed there by the Big Printer in the Sky.
You call out, "Hello, there!" and a salesperson ambles over.
"Yes... may i help you?"
You reply, "I'd like to chat with you about this refrigerator."
He says, "Do you like it?"
"I certainly do, "you admit.
He says, "Good...I'll write up the sales slip."
You interject, "No... wait... maybe we can talk."
He arches an eyebrow and says, "When you and your wife finish discussing this, you'll find me in Hardware," and strolls away.
Now I ask you, will this be an easy or a difficult Negotiation? Most people in our culture would say difficult. Why? Because of the great imbalance in Information, apparent time pressure, and perceived power.
Information: What do you know about the salesman's needs or the store's needs? Is the salesman on salary, commission, or a combination of both? You don't know. Does he have a budget, a quota, or a deadline? You don't know. He had a great month, or did his Boss warn him to sell a Refrigerator Today "or Else"? You don't know.
What's the Inventory situation on this model? Is it the store's hottest item, currently on backorder, or is it a dog the store manager will dump at any price? You don't know. What are the itemized costs on this model? You don't know. Is the store making a Profit on this Model? If so, How much? You don't know.
Obviously, you know very much about the salesman or the store. But does the salesman know something about you? Yes. He knows you're interested in the Refrigerator. People may browse in the Sporting Goods, Clothing, or Stereo Departments at Sears, but not in the Large Appliances Department.
They examine refrigerators when and because the need them. Over and above this "Given Fact," the salesman knows which nearby competitors sell refrigerators, whether they're featuring special sales in present, and how much they're charging.
Though he may- for the moment-seem to be ignoring you and your spouse, he's actually listening to your conversational exchanges with a cocked ear. He hears you discussing your old refrigerator, your cash-flow problem, and your need for a new refrigerator. Almost anything you and your spouse say furthers the Informational imbalance and strengthens the salesman's hand.
Little comments like: "The color really is just right"... "I don't think we'll be able to beat this price at Ward's across the street"... and "The freezer compartment is the roomiest I've seen" give the salesman a growing edge.
Note that the sales man never responds directly to any question that might give you information. His response to any question is a counter-question. If you ask, "I'm not saying I'll buy this refrigerator, but if I do, when do you think could deliver it?" he'll say, "When would you like it delivered?" When you reply, "How about early this afternoon?" he'll say, "Why so soon?" At that point one of you will comment, "Because we have about seventy dollars' worth of food spoiling rapidly."
Does the salesman like this information? Yes, because you've exposed your deadline to him without knowing his.
The Next, Thing is "Time"
Compounding the expanding informational gap is the problem of organizational pressure and time. The salesman you're dealing with seems relaxed. His organization isn't visible. How about your organization? it's very visible, but it's not united. The wife says, "Lets Go." The husband says, "Lets stay," or vice versa.
What about the two children you brought into the store with you? Where are they? Are they beside the refrigerator, at parade rest, quietly waiting for the sale to be consummated? No, One youngster is playing hide-and go-seek in the refrigerators.
"Where is he?"
"I think he's in the yellow one ... the one with the door closed. If we don't get him out in 3 minutes. he'll suffocate!"
Where's the other kid? At the far end of the store with a hockey stick and a plastic puck, shooting slap shots against washers and dryers. Every few minutes he shouts, "Come on! Hurry Up! The game is starting!"
While your organization is putting the screws to you, the appliance salesman wanders around acting as though he is almost totally disinterested in selling that Refrigerator. Periodically he carelessly says, "Hi, there, Make up your Mind?" as though he were passing on his way to pluck a mango or a papaya.
Well Readers, We have discussed 2 Most Important things in Today's Topic. We will continue with this Topic and discuss the Next Important thing
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