The Rain, the Car, and the Art of Negotiation
- suneel172
- Aug 18
- 2 min read
It was one of those evenings when the skies had opened up mercilessly.
The rain was relentless.
Rain poured down in sheets, streets were flooding.
Roads turned into rivers, umbrellas flipped inside out, and the city seemed to huddle in silence.
The kind that makes even the most adventurous souls retreat indoors.
People were rushing home, umbrellas in hand, trying to avoid being stranded.
At a car dealership, the salesman sat with his head propped on his hand, watching the torrents lash against the glass doors.
He knew what it meant—another day washed out, another dent in his already stressful monthly sales target.
No one in their right mind would step out in this weather to buy a car.
Or so he thought.
Just then, the glass door swung open.
In walked a man, dripping wet but seemingly unfazed by the storm outside.
His eyes scanned the cars with intent.
He looked around carefully, asked sharp questions, and examined the cars with genuine interest.
The salesman perked up—this wasn’t a casual browser; this man was serious.
Hope flickered in the salesman’s chest.
When they reached the price discussion, the visitor began a hard bargain.
“Look, it’s raining heavily. Who else is going to come tonight?
Don’t you want to close a deal on this gloomy day?” he asked, leaning back with confidence.
Most salespeople would have caved in, offering a discount just to clinch the sale.
But this salesman didn’t.
He smiled and replied: “You’re right—there’s little chance of anyone else walking in tonight.
But the fact that you came out despite this storm tells me something important: you must really want this car, and for a special reason.
That tells me you’ll happily pay the price without a discount.”
The customer paused, then laughed.
He admitted the truth—he wanted to gift the car to his daughter for her birthday.
A moment later, the papers were signed. The man drove out into the rain, not just with a new car, but with joy in his heart.
The Lesson
Every negotiation has two levels:
The surface conversation about price, terms, and conditions.
The underlying motivation, which often tells the real story.
Master negotiators listen for the second.
Negotiation is not about outsmarting the other person.
It’s about awareness.
Reading between the lines.
Understanding not just the words, but the intent.
The ability to see why the other person is at the table.
In that awareness lies your power.
“Words reveal what people say. Actions reveal what they truly want.”
The salesman didn’t “win” by being stubborn.
He won because he recognized the why behind the purchase.
“The best deal isn’t struck at the table—it’s uncovered in the intent behind it.”
So the next time you’re negotiating—whether in business, career, or even personal life—don’t just hear what’s being said.
Pay attention to what’s driving it.
That’s where the real leverage lies.
If you’d like to sharpen your communication, persuasion, and negotiation skills for real-life impact, let’s connect.
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