Author: George Todorov
Tale of the Crystal Tea Service
One day in the store of the young Rhabbath entered an unknown man. He was obviously a foreigner. The man looked at the goods and turned to the trader:
- I want to buy this tea service. How much does it cost?
The service was very expensive, so Rhabbath instantly jumped to serve the client.
- Its price is 30 gold coins. It’s nice, isn’t it?
- Yes, but one of the cups has a slight crack on it, the tea-pot is slightly twisted and the whole service has dust on it. When washing it, I can scratch the crystal. I will give you 10 gold coins. Think about it, I will come back tomorrow!
And the stranger wished good night and left.
The young Rhabbath rushed to the service and saw all listed dissadvantages. He grew sad since he thought that this was the best tea service one could buy in this town. He carefully wiped it from the dust and the service shined even brighter, but the crack left there.
On the next day the stranger came again. He entered the store with a smile and greeted politely.
- Good day, I am coming for the service, did you decide at what price you will give it?
- Good day, and yes, I decided. Its price is 20 gold coins. You are right about the dissandvantages, I hadn’t noticed them. But the dust is washed away and now the service is more beautiful then ever. I agree to give up ten gold coins and give it to you for 20.
- Good! I accept, young friend. You act honestly and openly. We have ourselves a deal. You can pack it up, and here is the money.
Just as the stranger was giving the money to the young trader, in the store walked in a very rich man. When he saw the shiny service, the rich man exitedly shouted:
I want to buy it for my wife. How much is it?
The stranger looked for a second at the rich man’s direction and smiled:
- You are a lucky man. You have a loving wife, from whose heart pours a lot of love and joy, which she gives to you. I suppose you love her too?
- More than everything else in the world! She is as beautiful as the sunrise, as misterious as the moon, as deep and strong as the desert. She is my life! – answered the rich man.
- Now I understand why you want to buy this service. It is the finest stock you can buy in town. Its crystal shines with a unique light, from which everyone looks like blessed with the rays of God. Your wife will shine even more when she uses this service, and this will bring joy to both of you. You are a wise man, I congratulate you. Its price is 100 gold coins, which are nothing compared to the beauty of your wife.
- O, thank you! You made me happy! Here is the money! Goodbye.
Silence grew in the store as the rich man walked out with the service. Then the stranger counted 10 more coins and gave them to the young trader.
- You received the price you wanted in the beginning – 30 gold coins. The rest stays for me.
- But how did you do it?! And who are you, where are you from?!
- My name is Exer! And I plan on settling down in this town after my many years of wandering. You are a good young trader, but you still have a lot more to learn about how and about what to negotiate with your clients! We will have time to drink tea and talk about anything that interests you and anything that brings joy to me. Good night!
Business conclusion:
When we negotiate, the first thing we have to learn is how the stock we offer is seen in the eyes of the buyer. The fast offering of the stock can trick us. The fast folding of the cards in the moment of negotiation puts you in the position of the weak one.
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