HG’s beloved, late sister, Beulah Naomi Katz, loved to negotiate. The Yiddish word for negotiate is handel and Beulah was a world class handeler. She probably inherited this talent from HG’s Mom, Ida Kopkind Freeman. Beulah once took Mom to Best & Co., the venerable Fifth Avenue department store, to buy gloves. Mom asked the saleslady the price of a pair: “Nine dollars, Madam.” Said Mom: “I’ll give you five.” Beulah had to point out that while this tactic might work in The Bronx, it was ineffectual on Fifth Avenue. A jewelry vendor in a Morocco market said of Beulah, admiringly,: “She bargains like a Berber woman.” HG/BSK’s children enjoyed accompanying Beulah to American flea markets, church sales, stoop sales and yard sales. Whatever the price (a quarter), Beulah was sure to get it for less (“A quarter? This is my niece, an award winning journalist — she’ll pay a nickel”). However rarely, Beulah’s handeling skills didn’t always succeed. She was very fond of sweet Vidalia onions from Georgia. When in Atlanta for a family event, Beulah met the leading produce broker of Vidalia onions. Beulah wanted a monthly shipment and she wanted them at a wholesale price. No, said the broker, you will pay retail. A hot and heavy negotiation took place. The broker wouldn’t budge. An almost irresistible force had met an immovable object. Beulah got her Vidalias. She paid retail. HG enjoyed negotiating for rugs in the souk at Marrakech. This retail maze is one of the features of the colorful Moroccan city. The rug merchant would unroll many rugs. HG would favor one rug. The merchant would state the price. Astronomical. HG would look sad, and between sips of mint tea offered by the hospitable rug seller, would make a gracious speech: “Dear Sir, you have beautiful, rare rugs. I am honored to have seen them in your distinguished shop. Alas, though American, I have very limited means. The pressures of educating my children, etc. I have champagne tastes but a beer budget. I don’t want to insult you by offering the low sum I can afford.” The merchant was sympathetic. “You are very courteous. I will not be insulted. Name your price.” HG said the number. The merchant laughed. Was HG joking? After these preliminaries, the bargaining began. Back and forth flew the numbers. Finally, HG named his final price. An emphatic “No”. HG/BSK said goodbye and left the shop. After a few steps, HG felt a tug at his shoulder. It was the merchant. The final price was accepted. It was about 80% lower than the original sum asked by the seller. It was a very successful encounter. HG thought he had snared a bargain. The vendor, HG is sure, happily enjoyed a substantial profit. A satisfactory haggle.
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