Gain-Gain Opportunities in The Negotiating Game
In what ways could you and Vinny have expanded the pie and created a bigger, better, richer deal for both parties to share in The Negotiating Game? What gain-gain opportunities existed for both you as the buyer and Vinny as the seller?
JUST A FEW OF THE MANY, MANY POSSIBILITIES TO EXPAND THE PIE...
VINNY'S CLIENT LIST
Vinny's client list for wedding photography is no longer of any real value to him as he's moving into the undersea photography world. On the other hand, that client list could be of significant value to the buyer. This presents a perfect opportunity for mutual gains. Maybe the buyer pays a little more and gets both the photo booth and the client list or maybe Vinny gets a percentage of all sales involving his client list for the next 12 months. Maybe Vinny even stays on in a sales capacity earning commission to supplement his income.
BUYER'S BOAT FROM THE WEDDING AT SEA
While your photo booth did go overboard during your last wedding at sea, your boat is perfectly intact. Maybe the boat could be offered to Vinny for his underwater photo exhibitions. Perhaps Vinny could use the boat at no charge in exchange for a better price on the photo booth or time on the boat could be traded for Vinny's client list. Infinite possibilities.
SPARE PARTS, TOOLS, AND ACCESSORIES
Maybe Vinny had spare parts, tools, and accessories that were connected to the photo booth. He likely doesn't need those things anymore meaning those items have little or no value to him but they could have lots of value to the buyer. Perhaps, you as the buyer might have inquired about those things. Vinny might then have benefited from selling them all together as a bundle. The buyer might have benefited from being able to acquire more overall value.
INSURANCE OR WARRANTIES
Vinny might have had insurance or a warranty on his photo booth. These things also have no value to him anymore, but they could have value to the buyer if those things were transferrable. This is another opportunity for parties to achieve mutual gains.
WEDDINGS AT SEA / DIVING EXCURSIONS
By pulling their resources and their assets, both Vinny and the buyer might have been able to create new business opportunities. For example, for the more adventurous couples, perhaps a wedding at sea followed by an undersea diving excursion would be a dream wedding. Using the boat, the photo booth, and Vinny's under water photo capabilities, this could be a nice business. The buyer might also have worked something out with Vinny that for ever wedding that books with him, that the happy couple would get a snorkeling date aboard the boat and Vinny would take underwater pictures to commemorate.
VINNY'S WEBSITE AND SOCIAL MEDIA
Vinny won't be needing his wedding photo booth website anymore. It's no longer of any value to him. On the other hand, it could be worth plenty to you, the buyer. Maybe the buyer could have asked about these things and discovered that Vinny had a very nice website, with a strong domain, active presence on social media, lots of followers, and even ranked #1 on local search engines for the term "Wedding photography." The buyer might have happily paid a little more to gain these benefits. Vinny would have been happy to sell them as well as he won't be needing them going forward.