The ad sales negotiation process applied to another industry where it plain just wouldn’t work.
[INTERIOR – PRETZEL STAND AT THE MALL]
Me: Yes, I’d like to have a pretzel.
Pretzel Sales Guy: But wouldn’t you rather have six pretzels?
Me: Uh, no. Just one.
PSG: Really? Because one pretzel isn’t really a good snack anyway. Don’t get me wrong, I want to sell you pretzels, just five more than you really want.
Me: I just want to see how the pretzel tastes.
PSG: Ask anyone around you who’s had our pretzels and they’ll tell you much they like them.
Me: One pretzel please.
PSG: I’ll be honest. One pretzel by itself doesn’t taste that good. You’ll be happier if you get six all at once.
Me: …I will have just one pretzel.
PSG: It’s six times better than-
Me: JUST GIVE ME A FUCKING PRETZEL!
PSG: Ok ok ok. I hear what you’re saying. You don’t want to make a pretzel mistake six times. That’s fair.
Me: Yes. That’s absolutely right.
PSG: I know we aren’t the only pretzel place here, so let’s work together on this. I know we can work this out if we just talk about it.
Me: How about one pretzel?
PSG: How about this? Six pretzels and I’ll throw in some mustard and a little extra salt! Because your business means that much to me.
Me: Forget it. I hate pretzels now.