"Everything is Negotiable if You Know How to Listen"
Google Movie Synopsis:
Frank is a retired Lt. Col. in the US army. He's blind and impossible to get along with. Charlie is at school and is looking forward to going to college. To help pay for a trip home for Christmas, he agrees to look after Frank over Thanksgiving. Frank's niece says this will be easy money, but she didn't reckon on Frank spending his Thanksgiving in New York.
Scenario:
The Colonel and Charlie are in an exotic car dealer, were Frank wants to test drive a Ferrari. As expected, the salesman is very reluctant to hand over the keys to a blind man.
Selected Scene:
What makes the Colonel’s negotiating skills so successful is his ability to connect with the person on the other end of the negotiations. He first listens to the salesperson when he is talking with Charlie, he then floats some probing questions so he can continue to listen until he has what he believes is a flexible offer. The offer also had a mutually beneficial outcome, $2000 for the salesman and a test drive for the Colonel and Charlie. You may not have the money, but you should be prepared to provide something of benefit or you might not even make it to the dance floor.
Scenario:
The Colonel and Charlie are in an exotic car dealer, were Frank wants to test drive a Ferrari. As expected, the salesman is very reluctant to hand over the keys to a blind man.
Selected Scene:
Colonel: What’s your quota Freddy?
Freddy: Don’t worry about my quota I do very well
Colonel: How many Ferraris have you sold this month
Freddy: It’s not relevant to this discussion
Colonel: The 80s are over, you trying to tell me these things are just walking out of the store
Freddy: This is a Ferrari sir, this is the finest piece of machinery made in the automobile industry
Colonel: Well, if you like it that much why don’t you sleep with it, why you selling it?
Freddy: Listen, I’d like to accommodate you, but
Colonel: If this car performs the way I expect it to, you will get a certified check of $101,000 and change when you come in here tomorrow morning.
Freddy: It’s $109,000 plus $950 plus tax
Colonel: Freddy, for you, 107 all in, plus a case of champagne to go with your left over turkey! Whaddya say?Business Tip:
What makes the Colonel’s negotiating skills so successful is his ability to connect with the person on the other end of the negotiations. He first listens to the salesperson when he is talking with Charlie, he then floats some probing questions so he can continue to listen until he has what he believes is a flexible offer. The offer also had a mutually beneficial outcome, $2000 for the salesman and a test drive for the Colonel and Charlie. You may not have the money, but you should be prepared to provide something of benefit or you might not even make it to the dance floor.
