A non-native must find it humorous that Americans pay someone to teach them what for him is routine. Regardless of the outcome, Americans usually come away from the bargaining table feeling cheated. Recently when buying a new car, I felt quite proud that I had researched what each item cost the dealer. Yet, I still questioned the dealer s eagerness to accommodate my offer. I left knowing there must have been some hidden profit of which I was unaware and had I bargained more effectively, I could have saved even more money.
Bargaining is a process that can be time consuming.
Since Americans know they are ill-equipped in the art of negotiation and because they believe they will come away feeling cheated, most do not feel it is worth the effort. It is one more task to add to an already hectic schedule. Since time is a commodity, Americans feel their time could be better spent elsewhere. A non-native, however, who perceives that his time is not regulated by a schedule, might enjoy prolonging the process until his opponent is eventually worn down and surrenders. If bargaining was the custom in America that it is in many other cultures, Americans would be more experienced in the art of negotiation.