Spent the day (literally) in Toronto's China-Town with my daughters. We turned it into a game of haggling. I challenged two of them (aged 15 and 17) to negotiate with street vendors on Spadina.
I gave them three basic tips on how to cut a deal on the streets:
First is to be desire-less, the slightest sense that you need the product and you are dead meat. They will carve out your heart out of its socket and hand it back to you,with loose change and a smile.
They are going to 'appraise you' from the second you walk up to them. If you know you want it and there is no other source and you can't combine the purchase with other things or on a quantity discount, then have a go, but don't hold out too much hope. You have to remember, that this is not personal, it's business. You are not competing with vendor, as an intelligent customer, you are getting them to compete with their competitors - to see who is worthy of your money. This attitude is the foundation.
Second is to know what you are willing to pay, not even what the thing is worth, but what you consider to be a 'deal' or 'bargain' and at what level are you prepared to walk away. Then lower your call so that they are forced to come half way, to that target price. For example, the sunglasses are up for 10$, you are willing to pay $8, tell them (and they will ask you how much you want to pay, to read you and initiate the haggle process), $6, at which they will scream at you and your response to their outburst will define what you are.
Haggling is a game, probably one of the oldest in human history. Part of it is to win dollars but mostly it is a battle of wits. If you do not know what your going rate is, don't initiate the game, give them what they ask with a small - face saving - % off the asking price. If you know what you are willing to pay, you are free to focus on your worthy adversary, you are ready to negotiate.
Third turn up the volume and be prepared to deal with their volume control. That is all it is, shouting is not anger or hatred, it is part of the dance, you shout, they shout back, then you shout some more, but it is NEVER PERSONAL always BUSINESS. Just like a pro boxer, the beating you are lashing out and taking is merely a jousting contest and at the end, you will buy what you need and they will make their living. Both leaving with the satisfaction of the exchange.
The wit and wisdom of discovering (find out) each others motives and thinking is where this game takes place. The outward behaviours and outcomes are incidental. This is what going 'shopping' is all about. Money was smart. Smarts came from the street. Today those street smarts of understanding and engaging other human beings is an atrophied muscle. We are poorer for it.
The term "shop" derives from the Old French "eschoppe" which meant a 'building without walls' and it later evolved to the Germanic "schoolroom equipped for teaching vocational arts". We lost something precious when we went to 'stores' which are containers with clear boundaries and rules for the exchange. To cut a deal, you had to to deal WITH people.
Once the promenade where people would walk, work, talk and trade got covered and encased into a safety of the 'mall' - shops became stores where you 'picked up stuff' and the games were replaced by shoplifting and so many mechanical exchanges, sugar coated with the expectation that sell are meant to be nice to you, serve you, we went from 'appraising you' to 'praising you' - segmenting you into pre-packaged markets, to meet your customer needs and keeping you happy (enter the era of "customer service").
I did some role plays, demonstrated these three rules in action. The girls enjoyed the revelries, but did not see the sense of it, why shout and haggle over a couple of dollars. Most of the things you find the street are between $1 - $20, so how much are you going to save for all this hassle anyway?
Then I got them to do it, and one of them really got the bug. She wanted three tank tops. The tank tops were $4 each, the vendor said "That's $12+ tax", she pushed back, saying "I only have ten" with in a stern tone - the vendor shook his head, then she pushed back and said "OK $11+tax" in a dismissive tone. She raised the volume "I ONLY HAVE TEN!" - the vendor said, OK forget the tax, ELEVEN in a voice louder than hers, "But I only have TEN, don't you understand - ten" she shook the ten dollars in front of his face - (this was not planned, she is a natural!) the vendor smiled and said "OK, GO! TEN" - the tank tops will rot at the bottom of a busy draw till they find themselves being tipped into a big black bag that will head for Goodwill, but the thrill of the deal she cut today, will not be lost. She got the bug and was energized all the way home. What drug fix could do that for two lousy dollars?
Growing up in North Amercia and Western Europe conceals us from the divine rituals that have existed for thousands of years, these ceremonies continue in many rural cultures throughout the world, but they are dying out fast in the wake of a more 'intelligent' global pricing culture.
My daughter asked me "why is all this stuff on the road, people can just walk away with it" - I tried to explain to here that peoole did not steal, because this was their neigbourhood, only outsiders steal, the locals have ongoing relationships with the traders. She understood the words coming out of my mouth, but could not construct any sense - because the mall is not part of the neigbourhood, the people who work in those stores WORK there and rush desperatly at closing time to get as fast and as far from those 'stores' as they possibly can. The smiles are only there because they have sold themselves (their time) to provide them.
Trading has been the way of mankind way before the industrial revolution automated everything into economic value and fixed pricing. Nothing in life is fixed or permanent. It is all a game. That is what life on the street is all about. inter-action between human beings.
Our comfortable retreat into the 'modern world' does not require us to know, connect with or deal with others at an emotional level. In our business and personal lives we are meant to avoid conflict and ''be happy' - We are so much the poorer for it.
"O! Sir, I will not be so hard-hearted; I will give out divers schedules of my beauty: it shall be inventoried, and every particle and utensil labelled to my will: as Item, Two lips, indifferent red; Item, Two grey eyes, with lids to them; Item, One neck, one chin, and so forth. Were you sent hither to praise me?"
Twelfth-Night (Act I, Scene v)
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