“The difference between bargaining and outwitting someone is that one is a game of respect and the other is about winning and losing,” said Morty, who spent a good part of his career in fashion negotiating contracts in many parts of the world.
“In the Middle East, for example, you are talking about centuries of practice. The art of bargaining is ingrained in the people’s genes. Unbeknownst to many Americans, as soon as you step into their territory, the game begins.
“The pleasure is in the process–the rapport that develops during the giving and taking–is, in a sense, more important than money.
“The deal is, both sides need to walk away with good feelings and no one loses face.”
“What about the Asians?” I asked Morty.
“You’d better know all your numbers before going in. They are willing to let you walk away. It’s more like a test of the will.”
“I think I’m missing the number gene,” I sheepishly confessed.
