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To whom it may concern:
My dad was a wise man. He wasn’t literate or educated. However, he would learn from his life experience. He was a tremendous negotiator. He used world-class strategies when negotiating. My father learned how to negotiate from gangs. My grandparents were immigrants, they had as little as nothing when they came to the city.
Naturally, my father grew up as a poor kid. At just the age of 14, he was engaging with drugs and gangs to make money. He joined a gang at the age of 16 and started carrying weapons. For clarification, most immigrant children were forced into violence because they had nothing else. No education, no house, no money, no job, no security…
He learned negotiating in the gangs he joined. Gangs would often interact with drug dealers. My dad would closely observe how both of the parties negotiated with one another and the techniques dealers used to make the deal work in their favor.
One of the strategies he learned was the deception technique. This was used by the drug dealers instead of the gangs. The dealers made the gangs think they were winning. Basically, the dealers had 2 key information about the gangs. They desired their product, and they had a deadline. The dealers would learn the deadline of the gangs and exploit that.
There would often be a 2-week negotiating process. In the first week, dealers would send in people with as little as no authority. While the guys from the dealer’s side enjoyed their time, the gangs would be negotiating with themselves. The gangs kept making offers while the guys from the dealer’s side drank their drinks and smiled.
One of the problems with the gangs was that they had their leader do the negotiating. Which meant he could make impulsive decisions and bet against himself. Which often happened. The dealers acted like the deal was a friendly interaction and would often act like fools in the deals. They would act like amateurs. Which led to the gang putting their guard down.
Towards the end of the negotiations, the dealers would do everything to stall the gangs. They would delay the negotiations by taking the gang out to fancy dinners and tours of the city. This was their second and final move to get what they wanted. Since the negotiations lasted around 2 weeks, the first week, they used the strategy I described above. The second week they would simply stall the gang.
Because the gangs were from a foreign land or another city and needed to leave, the dealers would make them an offer or add something else to the deal last minute before they left. Since there was no time for negotiating, the gangs would be forced to accept it.
It was quite intelligent, first making them bet against themselves and make them think they were winning, then stall them in the last week and make a last minute offer or addition that can not be refused since they had already invested lots of time and energy in the deal.
The gangs never really caught on, my father was able to get insider knowledge from a close dealer friend of his.
The more you learn, the more you win…
We wish our readers don’t just simply read this story but also reflect on the lessons mentioned. See if you implement the lessons into your life. We hope this story does more than just entertain you.
Book: You can negotiate anything by Herb Cohen (Purchase on Amazon)
Lessons: There are a few negotiating lessons taught in this entry.
- Do not have someone with too much authority negotiate, as mentioned in the story it is easily exploitable.
- Learn how to exploit deadlines.
- If the other parties have invested time and energy in the deal, it is likely that they are going to be more open to compromise or extra additions/offers.
Notice: All of the entities and locations mentioned in this entry are fictional.