I love this story told in “Personal Selling Power.” When the Renault cars manufactured in France were sent to Japan, the Japanese required individual inspection of each car. On the other hand, the French allowed Japanese cars into their country on the basis of type inspection, where one vehicle picked at random represented all others of the same make. Needless to say, that was not an equitable arrangement.
French president Francois Mitterrand did not register a complaint. Instead, he ordered that all Japanese VCRs be inspected one at a time. He also insisted that VCRs be imported through one port in southern France. At the port were two slow-moving customs inspectors who were assigned to conduct thorough inspections of the tens of thousands of Japanese VCRs that were quickly piling up on the dock. It wasn’t long before the Japanese government understood that the walls they had built and the walls the French had built in response were costing the citizens of both countries a lot of time and money. After a brief negotiation, the Renault cars began to roll into Japan at a faster pace, and the VCRs resumed their normal import pace into France.
As nearly as I can tell, there was no threatening or media hoopla of any kind. The French quietly took their stand, and the Japanese quickly made the change. The negotiations were skillful, resulting in a win for both sides. Remember this basic lesson in life: If you can arrange any transaction or any agreement so that both sides win, the long-range best interests of both will be served.
Adapted from Zig Ziglar’s book, “Something to Smile About,” published by Thomas Nelson. Ask for a copy at your bookstore today! Or visit http://www.zigziglar.com and purchase this book from Zig’s Bookstore.
For more on the subject of how to be successful, read Zig’s popular book, “Success for Dummies,” published by IDG Books. It’s at your bookstore, and it’s also available from http://www.zigziglar.com.
