More on the Win-Win Technique | Dealing with Opposition ( Part 8 )

Good Day Readers, Today we are going to continue talking about where had Left . Do check our Last Part to understand further.
So Let’s get started
So, As we said that each of us is trying to satisfy our needs, but those needs, like our fingerprints, are different.
Ironically as I try to get what I want, only a part of my satisfaction will be derived from acquiring the product, service, right, or thing — the what that I am bargaining for. To a much greater extent, my satisfaction will result from the process itself — the how of the bargaining encounter.
Remember the couple that purchased an antique clock and the way I secured a newspaper in the Miracle on 54th Street? In these episodes, the nature of the process was what fulfilled needs and determined satisfaction.
It is this individuality and the meeting of needs through the process itself that causes us all to do silly things. Have you ever observed people returning from a tropical winter vacation? Away for just 2 weeks, they stand in a customs line at a northern airport.
They are wearing Hawaiian shirts and muumuus, holding huge sombreros, or carrying stuffed alligators.
Whenever I see them, I start to smile. But then, I recollect and I myself am the owner of a Mexican Serape!
Do you know what a serape is? It’s a shawl, a poncho, a bright-colored woolen blanket that Mexicans wear slung over their shoulders. More than that, most serapes are sold for exorbitant prices to gringos who come down from the north.
Before I tell you about the circumstances of my purchase, let me furnish you with some insights into my background and needs. From the time I was a little boy, I can honestly say that I never wanted a serape.
I never coveted, craved, or desired a serape. In my wildest fantasy, I never saw myself with a serape.
I could have lived my entire life without a serape and looked back and said, “You know, it was a good life.“
That being the case, how did this need — a need that I never knew I had — develop and get satisfied?
Seven years ago, my wife and I went to Mexico city. We were walking about, when she suddenly tugged my elbow and said, “Hark! Yonder I see Lights!” ( She speaks that way, you know.)
I grunted, 
“Oh now — I’m not going over there. That’s the crass commercial section for tourists. I didn’t come all this way for that. I came here to pick up the flavor of a different culture — to encounter the unexpected — to get in touch with unspoiled humanity — to experience the authentic — to move through the streets with the ebb and flow. If you want to wallow in commercialism, go ahead. I’ll meet you back at the hotel.”   
My wife, unconvinced and Independent as always, waved goodbye and left. Moving through the streets with the ebb and flow, I noticed a genuine native some distance away. 
Approaching closer I saw that despite the heat, he was wearing a serape. Actually, he was wearing a lot of serapes and shouting, “Twelve hundred pesos!“
“Who can he be talking to?” I asked myself. “Surely to me! In the first place, how could he know that I’m a Tourist? In the second place, I could not be cueing him, even subliminally, that I want a serape!” 
As I mentioned earlier, I absolutely did not want a serape!
During my best to Ignore him, I picked up the pace somewhat. “Okay,” he said. “I go from 1000 pesos and give a bargain — 800 pesos.“
At this point I spoke to him directly for the first time. “My friend, I certainly respect your initiative, your diligence, and your persistence. However, I do not want a serape. I do not covet, crave, or desire this item. Would you kindly sell your product elsewhere?“
I’ve even spoke to him in his own language, “Do you understando?“
“Si,” he replied, indicating he understood perfectly.
Again, I strode away, only to hear his footsteps behind me. Still with me, as if we were attached by a chain, he said over and over, “Eight hundred pesos!“
Somewhat annoyed, I started to jog, but the serape seller matched me stride for stride. He was now down to 600 pesos. We had to stop at the corner for traffic, and he continued his one-way conversation, “Six hundred pesos! — 500 Pesos! — All right, all right, 400 Pesos!“
When the traffic passed, I dashed across the street hoping he would be deterred. Before I even turned around, I heard his lumbering footsteps and his voice, “Se`nor, 400 pesos!“By now I was hot, sweating, tired, and irritated with his tenacity. Somewhat breathless, I confronted him. Spitting the words through half-clenched teeth I said, “Dammit, I just told you, I don’t want a serape. Now stop following me!“
From my attitude and tone he seemed to get the message. “Okay, you win“, he responded. “For you only, 200 pesos.” “What did you say?” I called out, surprised by my own words. “200 pesos!“, he reiterated. “Let’s see one of those serapes!” Why did I ask to see the serape? Did I need a Serape? Did I want a Serape? Did I even like a serape? No, I don’t think so — but maybe I changed my mind.
Don’t forget that this native serape seller started at 1200 Pesos. He now wanted only 200 pesos. I didn’t even know what I was doing; yet somehow I had negotiated the price down 1000 Pesos. As we commenced our more formal Negotiations, I found out from this merchant that the cheapest anyone ever paid for a serape in the history of  Mexico city was a fellow from Winnipeg, Canada. He bought one for 175 pesos, but his mother and father were born in Guadalajara. Well, I got mine for 170 Pesos, giving me the new serape record for Mexico City that I would take back to America for the Bicentennial year!
It was a hot day, and I was Perspiring. Nevertheless, I was wearing my Serape and feeling Terrific. Adjusting it so it enhanced my body contours, modest as they are, I admired my reflected image in store fronts as I sauntered at the hotel. Entering our room where my wife was stretched out on a bed reading a magazine I exulted, “Hey, Look what I got!” “What did you get?” she replied.
“A beautiful Serape!“
“What did you pay for it?” she asked casually.
“Let me put it this way,” I said with confidence.
“ A Native Negotiator wanted 1200 Pesos, but the International Negotiator — who occasionally resides with you on weekends — bought it for 170 Pesos.“
She Grinned. “Gee, that’s Interesting, because I got an Identical one for 150 Pesos. It’s in the closet.“
After my face fell, I checked the closet, removed my Serape, and sat down to think about what had happened.
Why did I really buy Serape? Did I ever need a Serape? Did I ever want a Serape? Did I even like a Serape? No, I don’t think so.
But on the streets of Mexico City I encountered not a peddler, but an International Psychological Negotiating marketeer. This Individual constructed a process that met my particular needs. To be sure, he met needs that I didn’t even know I had.
Obviously, I am not only talking about my Serape, but somewhere in the back of a closer or high on a shelf, you may have acquired what I call a figurative serape. You know what I mean: The porcelain Canadian Mountie made in Hong Kong, the Puka shell beads hand gathered on the island of Maui, the genuine Zuni ring, the piece of Turquoise mined just west of Bisbee, the sparkling abalone shell, the Spanish doubloon washed ashore at Boca Raton, or the authentic Wells Fargo belt buckle.
To me, all these things are “Serapes” and almost everyone I know has one. Think about you serape acquisition. Was it the item itself or the process that met your needs?
Basically, my message is simple. You can get what you want if you recognize that each person is unique and needs can be reconciled. At the same time, never forget that most needs can be fulfilled by the way you act and behave.
Mutual satisfaction should be your goal and the means of achievement — collaborative Win-Win Negotiations.

Well, here we finish our chapter and start with our Next Part which is : 

“Negotiating Anything, Any Place : Telephone Negotiations and Memos of Agreement“
So, Readers Do not Forget to Follow my Website for Future Updates.