The Littlest Negotiator

There is always a compromise that can be made. You just must know what you want and figure out how it will benefit both parties. I have been negotiating since as far back as I remember. Sometimes it was bedtime, eating my dinner, or putting off homework to go outside and play. Parents don’t typically cherish those negotiations and kids rarely win (at least I didn’t most of the time).

I started collecting coins and baseball cards when I was three years old. Early on, I was able to convince other collectors (kids) that what I was offering was more enticing (or valuable) for them than what I was asking for in return. I don’t think it was always true, but it seemed to me both sides were getting what they wanted (or at least thought they wanted).

My uncle Morrie ran Zerns Farmers’ Market in eastern Pennsylvania. We used to visit him and my Aunt Adeline on their “gentleman’s farm” every summer. Uncle Morrie was a shrewd businessman, and he loved to tell stories of the amazing deals he made throughout his career. I was intrigued, and by the time I was eight, I was asking him questions that led him to think that there might be a little entrepreneur he could develop.

He was particularly interested in my love of coins. He didn’t think there was money to be made in baseball cards. This was the 1970s, after all. He told me there were three coin dealers at the farmers’ market and suggested I try to get something I wanted from them at a reduced price. “Never pay full price,” he told me.

He took me to the market and walked with me to the first coin dealer. I had ten dollars to spend. Uncle Morrie asked, “Do you see anything you like?” I told him I did, but I couldn’t afford it. It was priced at fifteen dollars. He said to the dealer, “My name is Morris Lipton, and I run this farmers’ market. I’d like to introduce you to my nephew, Adam.”

The coin dealer told me I could have the coin I coveted for ten dollars. I couldn’t believe it – he took five dollars off of the price. On subsequent trips, Uncle Morrie would walk with me to the coin dealers and encourage me to ask for a better price. I didn’t always get my price, but more often than not, I did. This built my confidence, and I learned how to determine a price that suited me, ask respectfully for it, be willing to hear the word “no,” and know when to walk away from a deal that didn’t suit me.

Eventually, I went to the various coin and baseball card dealers without Uncle Morrie by my side. I think some of them recognized me. But others were willing to negotiate with a child who was confident, respectful, and informed.

To this day, I use the same principles in all my dealings with vendors, suppliers, and customers. I understand when somebody wants to negotiate with me on my services as well. These principles have served me well and I believe they can help you too. Be willing to ask. You are more likely to get what you want if you do.