Comments on: The monkey and the organ-grinder http://blog.millsonline.com/2008/03/24/the-monkey-and-the-organ-grinder/ The Secrets of Big Deals, Big Sales and Big Pitches - laid bare Sat, 04 Feb 2012 22:12:10 +0000 http://wordpress.org/?v=2.5 By: Mark Harrison http://blog.millsonline.com/2008/03/24/the-monkey-and-the-organ-grinder/#comment-5 Mark Harrison Mon, 19 May 2008 15:55:17 +0000 http://blog.millsonline.com/2008/03/24/the-monkey-and-the-organ-grinder/#comment-5 Obviously, I'm not Henry Kissinger, but I think that some people take this advice TOO seriously. In my own field - property (real estate) negotiation, it's a common mistake for new investors to come in, make a big show of how great they are, and demand to see the boss... ... which upsets the guy or girl on the front desk... AND might annoy the boss who is suddenly having to do a job that his/her staff should have been able to deal with, if it weren't for the ego of the potential "customer". So the immediate negotiation might go WORSE if you ask to see the organ-grinder too soon in the process. Also, the benefit of building up long-term relationships with people who, in a few years time, WILL have that authority, isn't to be underestimated. Obviously second one hinges on whether you are ever going to be dealing with that organisation or person again. Obviously, I’m not Henry Kissinger, but I think that some people take this advice TOO seriously.

In my own field - property (real estate) negotiation, it’s a common mistake for new investors to come in, make a big show of how great they are, and demand to see the boss…

… which upsets the guy or girl on the front desk… AND might annoy the boss who is suddenly having to do a job that his/her staff should have been able to deal with, if it weren’t for the ego of the potential “customer”.

So the immediate negotiation might go WORSE if you ask to see the organ-grinder too soon in the process.

Also, the benefit of building up long-term relationships with people who, in a few years time, WILL have that authority, isn’t to be underestimated. Obviously second one hinges on whether you are ever going to be dealing with that organisation or person again.

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