One of my mentors, a long time lawyer and prof in China, once shared with me a positioning/negotiation tactic, which I thought is clever and hilarious.
Here's an example he acted out while in the car, in response to someone asking for his speaker rates:
Here's an example he acted out while in the car, in response to someone asking for his speaker rates:
My mentor, Mr. Li:
"Mr. Huang, I'm honoured that you would consider me to speak at your school" *pauses, looks concerned, lowers voice* "I just worry, I'm not sure if what I charge would be tough on your budget."
"Mr. Huang, I'm honoured that you would consider me to speak at your school" *pauses, looks concerned, lowers voice* "I just worry, I'm not sure if what I charge would be tough on your budget."
*Mr. Huang looks a little flustered but reassures that they value his presence at the school. He asks for his price*
Mr. Li: "I have to thank [department] for being so accommodating! For our continued relationship, I will only charge [a rate he sees fit] this time".
Mr. Li: "I have to thank [department] for being so accommodating! For our continued relationship, I will only charge [a rate he sees fit] this time".
Mr. Huang is now in a tougher position to negotiate down without reflecting badly on the dept he represents. If he planned to lowball from the beginning, my mentor already positioned himself as high value, at the same time also presented an opportunity to save face*
*To understand business dynamics in China, you have to be fimilar with the context of 'saving face': Demands must not embarrass the other party, but strive to make them look capable. To save face in response, Mr. Huang would have to work with those rates or withdraw.
PS. @RealSexyCyborg wrote a fantastic article on the history and culture of saving face in business that reminded me of this interaction with my mentor.
hackaday.com/2017/08/30/lu-…
hackaday.com/2017/08/30/lu-…
