My husband Colin and I run a small business manufacturing industrial spare parts and equipment. He handles the sales and marketing and I run the administration side of the business. He came into my office a few weeks ago and sat down saying that he had a problem. He had been expecting a visit from a prospective overseas client from the West Indies however the man had sent a fax last week saying that his trip had had to be postponed and that he would reschedule another appointment. Colin had allocated most of the week for his visit and when he cancelled he had made other plans, which had him out of town for the first three days of the week. The problem was that he had just received another fax from the man saying that the trip was back on and he hoped that Colin would still be available to see him.
Colin didn't want to cancel the country trip as he had had to cancel his last trip there and he didn't want to risk upsetting the clients again. However this new business was essential for us as the local market was going to be tough for the next year, which was another reason to visit his local customers. I said what's he like, do you think that I would be able to deal with him? Colin explained that he had never met him but he heard that he was a tough negotiator however there was no other option I would have to do it. Colin told me to use my judgment and once again stressed that we had to have this business.
On the day of the scheduled meeting I received a call in the morning from Mr. Benjamin, the client, asking for Colin. I told him that we had received his fax and explained that Colin had unfortunately made the other commitments. I then told him that we still wished to see him and that as a partner I was empowered to make decisions. He explained that the reason for his call was to tell us that bad weather had delayed his flight and he would not be able to make the 1 pm appointment and was going to invite Colin out for dinner for a business meeting. He then politely asked me if I would be available as the company representative to join him and his son for dinner at their hotel. I hadn't expected this turn of events but given the importance and the fact that he sounded so nice I agreed. Being a woman that meant I was in a panic as to what to wear and what to do about my hair. Given his reputation as a negotiator I selected a dark suit that complemented by blonde hair and managed a quick visit to the hairdresser for a new hair do. As I left to go out that evening I decided that I looked the part in my new role but my stomach was in a knot with nervousness and a little excitement at the challenge ahead.
I had arranged to meet them for a pre dinner drink in the hotel cocktail bar at 7.30 and I arrived right on time. My first surprise for the evening came when from my left came a deep voice saying you must be Mrs. Cain. I turned to find a simply enormous black man standing there smiling. Hiding my shock I introduced myself and suggested he call me Anne. He introduced himself as Brian and took me to the bar and introduced his son Kenneth who was just as tall but not as solidly built. Both men were strikingly handsome and obviously athletes. \ After a drink and some small talk we made our way to the restaurant and discussed our business details over dinner. Things went well and I surprised them with my knowledge of the business. At the end of the meal Brian suggested we take coffee in his room as he could then run through some additional documents he had. Whilst normally I would have been wary of a man asking me to his room in this case I felt quite secure as there were two of them and they were both so polite, although I had caught both of them glancing at my cleavage during the evening.
Half an hour later we had had coffee and a couple of ports and it was down to tintacks. We had basically reached a deal when Brian suddenly stood up and said with a smile, well Mrs. Cain its bottom line time, you have possibly heard of my reputation as a negotiator. I nodded, a little unsure now, here it comes I thought, what's the hook. Let me be very blunt he said, your offer is very good and it is fair, however I can get the same deal from two other companies so why should I choose you? I wasn't sure at all now, having never been in this position before and for the first time that evening said, I'm sorry, I'm not sure what more we can do for you. Let me be very blunt again Mrs. Cain.
