By Mike Kamens
Mike Kamens spent his career to sharpen the art of negotiation. However, a visit to a Moroccan magician with his wife revealed how the most news skills could be raised when emotion enters the equation.
“My wife is more intelligent, creative and thoughtful than me – with the beauty of beauty that I often forgive. I have been proud of myself to be a strong negotiator, but in Marrakesh’s magicians, I quickly discovered that thought and strategy can stumble when human emotion takes the initiative.”
But I imagine myself a decent negotiation, and if I have to choose between us, I will venture that I may stand a little longer in the world Commercial negotiation. Consider all this and now I follow a story.
The trip begins
My wife and I moved to the United Kingdom from America on March 1, 2017. Among the many exciting opportunities that this continental transformation allowed, there was nothing more exciting than traveling outside the fifty states to distant magic places.
It is rapidly submitted to February 2018, and the best plans laid down … Regardless of work trips to a few places in the United Kingdom, I only made Sarah and Sarah only one real trip since her transfer to London. That was for Paris – not yet and not far, albeit magic. Despite all the attractiveness of elegant and warm bars, after it was several times ago, we stopped going to a new place. Somewhere with mystique and Panache, somewhere of excitement and perhaps just danger. Somewhere with … Kiddie gathering. (Yes, I have a 3 -year -old child, a right -handed man. If you are thinking, “Why do I bring him?” This conversation is for another day). We have chosen Marrakesh wonders.
It was not lost to us that Morocco has become a somewhat tourist destination, but for this least -traveling American family from the world, Africa looked very exciting, not to mention an opportunity for great shopping. Since design designs have long (well, in any case, architect digestion subscribers), Sarah and I might yearn to a real Moroccan rug that have not been produced and retaliated in large quantities by the likes of Pottery Barn. Not only did it cover this strange and magical destination, but also a smart choice for the consumer.
In the witch
With the scenic Atlas Mountains as our background, we started our adventure where we quickly learned that tastes are more tormented than my local food, the camel riding is common for some but it is exciting to others (I), every day every day was important. Everyone in all, this looked perfect journey.
On our third day, we decided that our son deserves his own holiday (Iqra: Morning in the children’s club at the hotel), and we went, and they are naive Americans, looking for the joys and challenges of the tourist. We prepared – man, have we presented. We have discussed and Sarah on the trip that we sometimes make decisions emotionally, and that the opportunity to buy our imminent carpets should be a strategy.
“The negotiation should not be driven by emotion,” Sarah has advised wisely, adding that the successful negotiation can “read the language of the other party’s body and adapt accordingly, and turn the behavior of the other party into our interest.”
She shook my wife with her head, confirmed that she understood, and she was ready to see my work. To say that I was very confident, it would be exaggerated. But on an equal footing, I say I was keen to be a higher underestimation.
After being warned of men who have monkeys on their shoulders, who are unabated for dirhams for the sake of the image, Sarah gave a firm warning and permanent warning when we got out of the cabin: “There is no need to be a beautiful natural, polite, attractive.
We made it at least ten feet. Sarah got the first outstretched hand on her way, saying kindly, “Good morning!” The uncomfortable feeling was immediate. An animal we only faced was the other side of the cage sitting on its shoulder. Several hundreds of dirhams later and a beautiful picture or two.
Perfect trap
Things rarely do life or exceed expectations. In this case, the magician was exactly as he imagined, and even more exciting. We have made our way across the vast sea of sellers, everyone says that their prices may be less than usual for us because we are “the first agent of the day, and it is good luck!” We smiled knowing each other. What is good luck, huh? Who knew that among the hundreds of locals and tourists who could not be excused, we were the first person to buy anything, in any booth, from any seller?
We had an agenda, a plan-and a kids coaching child at Kids Club, we needed to return relatively quickly-so we went in a hurry in winding stalls, and searching for a carpet that would bring happiness (elegance) to our lives, and our home.
As often, things happened in a moment. A friend of our friend and led us alongside a distinguished number of distinguished weaving and mixing providers. We have been quickly moved by vibrant red, vegetables and blues through the hair door younger than entering, in the depths of a very large hair store out of ever. Bishop and stairs are beautifully designed, rich in skilled designs for the Master Thuya processor, surrounded by a wonderful collection of carpets that we have ever seen. In fact, there should be thousands.
With the Tea Mint show, it was not accepted, however, they were poured and sipped, we took and made it a shopping, or rather a spending experience like anything else. After what seemed to be close to an hour (twelve minutes or so), we found the size, elegance and view that we wanted (she).
Negotiation
Now it was my turn. I shone for me the stage of the stage, and my job started as a “great negotiator”. Armed with a master’s degree in negotiations, successful results profession, and six years working for TGP, I was ready.
The music started, and the dance began.
“$ 600,” the man said with an attractive smile.
“No thanks,” I said, be sure to mention the number so that it does not give it credibility. “Listen to a friend, we just got to The Souk, so we will go to look at other sellers and return.” It is clear that he heard this line (and every other line) before. He has now exchanged engagement for a little harmful, and the smile indicated our transfer from “Al -Fals” to “swinging”. Going and forth, we are affected, two professionals at work, tactics and trading technologies while continuing along the price of the price. When we went about $ 300, I thought we finally got somewhere.
Our disappearance.
It was not her mistake. In fact, no one was wrong. It crawls on you, and before you know that, this infiltrated fully called emotion jumps. “This seems fair. We can put it on the credit!” He came innocently from Sarah’s lips. Let’s be clear, I was also thinking.
Faster than flashing, we had. The perceived authority was affected by the negotiating hour, and my talents took the back seat to besterment. My skilled friend moved away from the 60-40 division of the attention that was with us and went 90-10 strongly. Sarah was now the subject of his emotion. One carpet became a “deal” in two, and $ 300 is now “better and final.” As if there was, or if, such a thing.
I will provide you with the result to protect the ego and marriage, but I don’t know one thing. You may arm yourself with flawless skill, massive learning, professional tools and Tactics in negotiation. However, none of them carries a candle for the raw human passion you feel when negotiating for something that a member of your family (and you) desperate. Whether you got this price less or not $ 300 is not the lesson here. The lesson here is that we bought the original Beni rug from Morocco, and a curse if it does not make Sarah smile. I also, of course.
If the juice deserves pressure? Well, I definitely think that. You have paid a lot to a smile.
How to come to the witch
The more you say, the more you fear
The number one monitoring in negotiation speaks a lot. When they face an uncomfortable position like silence, people have a tendency to fill the gap. The rug seller does not need to know that you have already imagined where the carpet will go to your home, or that you may have space on a credit card to buy. Sharing information of this type reduces your strength within the situation, which makes it difficult to stand on the price.
Open
If the intention is to negotiate, then why do you open with the exact amount of money that you will pay or accept? Instead, open less than expected cost. When you do this, three things happen. First, you convert the seller’s expectations, that is, you can change their initial ideas – in a declining direction – about the amount you will pay to pay. Second, you are doing it to give a little of it. Yes, I heard correctly! You will be able to show the price concessions (albeit in a planned manner) in order to summon the reciprocity law. Third, you are testing the assumption of the seller’s stop. It can allow your ability to measure their behavioral reaction, and often allow you to increase more deal. (Although consider that the normal owner of Souk-Stall in Morocco is the master of Flinch!).
Get your number first
Often, allowing the other party to talk about their number first is to negotiate, and this may be appropriate at times. People cause this allowing them to play from the initial proposal and thus define their move plan. However, if you allow the owner to leave first, you will unintentionally allow them to acquire the “home field feature”, and to risk changing your initial suggestion based on their perceived expectations. Try to put your number on the table first and then watch the behavioral signals that determine whether they are able to meet your position. The skilled negotiators lead, and rarely follow.
Trim
Make your initial suggestion and prepare for a counter -suggestion. When it comes to, try not to move from your price, instead, use silence. Then we repeat your position and leave the silence to seize again. After some time, you start moving in decreasing quantities ever. Installing your position can lead to more useful deals, in addition to removing the generosity that important and many movements show in the case of difficult compromise. Always remember that people appreciate the things that are difficult to get. Make them work for that. In Morocco, this is all part of fun!
author
Mike Camens He is the partner, in Gap partnershipIt leads the negotiating strategy and advisory services. With a background extending to US global defense and consulting roles, Mike led a team throughout the Americas, the United Kingdom, the Middle East, northern European and Africa. His journey, which he initially feeds with dreams, turned to become a professional Pisbul player, towards resolving conflict and making deals, and forming his career in high -risk negotiations. Since his return to the United States in 2019, Mike has continued to lead commercial growth and provide strategic solutions to customers throughout North America.
