My husband Colin and I run a small business manufacturing industrial spare parts and equipment. He handles the sales and marketing and I run the administration side of the business. He came into my office a few weeks ago and sat down saying that he had a problem. He had been expecting a visit from a prospective overseas client from the West Indies however the man had sent a fax last week saying that his trip had had to be postponed and that he would reschedule another appointment. Colin had allocated most of the week for his visit and when he cancelled he had made other plans, which had him out of town for the first three days of the week. The problem was that he had just received another fax from the man saying that the trip was back on and he hoped that Colin would still be available to see him.
Colin didn't want to cancel the country trip as he had had to cancel his last trip there and he didn't want to risk upsetting the clients again. However this new business was essential for us as the local market was going to be tough for the next year, which was another reason to visit his local customers. I said what's he like, do you think that I would be able to deal with him? Colin explained that he had never met him but he heard that he was a tough negotiator however there was no other option I would have to do it. Colin told me to use my judgment and once again stressed that we had to have this business.
On the day of the scheduled meeting I received a call in the morning from Mr. Benjamin, the client, asking for Colin. I told him that we had received his fax and explained that Colin had unfortunately made the other commitments. I then told him that we still wished to see him and that as a partner I was empowered to make decisions. He explained that the reason for his call was to tell us that bad weather had delayed his flight and he would not be able to make the 1 pm appointment and was going to invite Colin out for dinner for a business meeting. He then politely asked me if I would be available as the company representative to join him and his son for dinner at their hotel. I hadn't expected this turn of events but given the importance and the fact that he sounded so nice I agreed. Being a woman that meant I was in a panic as to what to wear and what to do about my hair. Given his reputation as a negotiator I selected a dark suit that complemented by blonde hair and managed a quick visit to the hairdresser for a new hair do. As I left to go out that evening I decided that I looked the part in my new role but my stomach was in a knot with nervousness and a little excitement at the challenge ahead.