| Some of the most pathetic folks are those who | | | | Surrounded by chic designer stores, this wart was |
| are in love with people who don't love them back. | | | | particularly conspicuous. |
| If we're honest and we think back to our school | | | | I had to stop, just out of curiosity. Imagine how |
| days, all of us can recall being rebuffed at least | | | | shocked I was when I saw a great collection of |
| once by the objects of our obsessions. | | | | boots, including one of the styles I declined, but |
| It's no fun, especially as we watch nonchalant | | | | still wanted, when I bought my crocs. |
| men and women line-up date after date with the | | | | The proprietor was decked out in cowboy gear, |
| most desirable people. | | | | turquoise rings, and was watching a dusty TV. |
| It's not fair! | | | | I did my best John Wayne impression as I said, |
| We're trying so hard and getting nothing while | | | | "Howdy," and he smiled. To make a long story |
| they're not trying at all and they're getting | | | | short, I walked out with three more sets of |
| everything! | | | | boots, for which I paid a mere fraction of their |
| Exactly, and this is one of the essential truths | | | | value. And I'm really happy with them and wear |
| about negotiating, whether it is for affection or | | | | them every day I can. |
| for jobs, perks, or for the best contractual terms. | | | | How did I do so well? |
| Above all, repeat this to yourself the second you | | | | He wanted to sell them much more than I |
| start to REALLY NEED a specific outcome: | | | | needed to buy them. I showed him my new pair |
| "He or she, who wants the deal more, loses!" | | | | of crocs, he realized I'm a true buyer, that I didn't |
| I had just bought a great pair of crocodile | | | | really need what he had, and so when I offered a |
| cowboy boots on the famous Sunset Strip and I | | | | laughingly small amount, he countered with a deal |
| couldn't have been happier with them, though | | | | that was far better than I had ever hoped, and |
| they cost me many greenbacks. | | | | my results just improved from there. |
| A day or two later, as I was driving on Beverly | | | | In negotiations, the best thing is to not need the |
| Boulevard, I saw a "Cowboy Boots Sale!" sign | | | | deal. |
| leaning against what can only be called a shack. | | | | But if you do, by all means, don't show it! |