When Process is More Important Than Price
When Process Is More Important Than Price
Sam’s Story
Sam, a lawyer friend of mine, goes to a flee market and sees an ornate, antique grandfather clock that he likes. “How much for that clock?” he asks.
“This clock is truly beautiful, is she not?” says the owner, a man with a handlebar moustache, who lovingly puts his arms around the clock. “A true heirloom. I am sad to see it go, but I will reluctantly part with it for $1,500.”
“Is that the best you can do?” says Sam who is known in legal circles for his negotiating skills. “I’ll give you $400 for it.”
“I could not possibly accept $400,” says the owner, “but for you, today only, if you pay with cash, I will sell it for $1,400.”
The bargainers go back and forth, parry and thrust, feints and jabs, until finally, a long time later, a deal is struck and the clock is sold to Sam for $800.
Bill’s Story
Bill, a banker I know, goes to the same flea market on the same day and spies an ornate, antique grandfather clock. He inquires about the price and is told it is $800. He says, “I’ll take it.”
Both men leave with their grandfather clocks. Which one do you think is most satisfied with his new purchase?
So it is with divorce negotiations. There is a rush to get to the final numbers. But if one party feels rushed, they may dig in their heels. Sometimes people just need the process of settlement discussions to feel satisfied with the final outcome.
Tags: Divorce, negotiation, settlement
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