Where did the quest take you?
Stunned at my success at truing a match into 59 francs I called in to what would be my last transaction. I was running out of time. It was another gift shop with lost of items that looked more expensive than they were. The assistant and I hated and started to select what might be a good trade.
We both know that the retail price is no where near the acquisition price so I thought I was on to a good thing, that is until the owner came back in. At first she, the owner, was somewhat shocked at my proposition but rapport is a beautiful thing.
Remember I am in Zurich and to start with this lady wouldn’t open up in English. with a bit of banter, and pointing out that I am only doing what one of her posters on the wall was saying …
”If you don’t ask for what you want, you won’t get it”,
we became friend in trading. The big challenge here, for me, was she didn’t rate the price tag on the fake lavender. She told me in fact that the quaintly was awful (not her word obviously) and not worth anything other. That said I now believe this to have been a savvy negotiating tactic as I walked out of this shop with a proper gift.
A beach style lantern complete with candle and a price tag of 94 francs.
From a single valueless match to a lantern priced at 94 franc in just over an hour.
So, what can I learn from this?
- in any negotiation make sure you are talking to the budget holder
- in any negotiation the other person is always negotiating too
- build rapport and keep it building politeness and humour go a long way
- value and price are not always related
Thanks to Martin Daubney for sharing his learning experience
Martin is a successful Executive Coach with many years of experience working with large corporations and Small Business Owners. He helps leaders to overcome limitations to their growth.