You obviously have priorities other than pure greed.You obviously have priorities other than pure greed. That's admirable." Always beware of compliments during negotions, I reminded myself. "Thanks," I said politely but looking back at her with resolve. "I'm glad you understand." "Oh, I do, Al," she replied calmly. "But there's one thing I still _don't_ quite understand." "OK," I replied, wondering what she was up to. "What's that?" "What is it about us that would make you want to give up $100 a day?" she asked, with mock innocence. I realized that she had me. I had to admit to myself that the only reason I was even considering her offer was because I liked how she and Mary were making me feel. How could I admit that to her? I tried to come up with a plausible-sounding explanation at the spur of the moment. "Well," I said nervously, "I ... uh, I'm just, well ... well, _comfortable_ with this agency and ... and you've always treated me well and ... and, well, I guess it's not always easy to make a change. The fact that this is a known situation is worth something to me, I guess." I realized that if I wasn't careful, she'd have me agreeing to her terms right there on the spot, so I quickly added, "But you know, it's a hard choice. That's why I need the time tonight to sleep on it and think it over." "Of course," she replied. "I understand perfectly why you'd need time. I already told you that I understand that. But I'm still a bit confused, Al. I hope you don't mind me asking you about this. I don't mean to pry or anything." She paused a moment as if wanting a response, so I nervously replied, "Oh, no ... it's OK." It _wasn't_ OK, but the reply just came out of me before I could think. She nodded and continued. "I'm still confused. Would you really give up $100 a day just for some familiarity and comfort? I mean, that's more than $25,000 a year." "Well, yeah ..." I stammered, feeling trapped. She kept on. "And so there must be something else, Al. That's a lot of money." She was taking a big risk with this line of questioning. I could easily say that she was right, that come to think of it, $100 a day really _isn't_ enough. |