1. Establish a connection. The negotiation begins the moment the counter-party lays eyes on the escort. She smiles, says her first and last name, displaying a confidence and warmth that puts the customer at ease and projects value. Almost no one likes to negotiate. The woman’s friendly self-confidence not only makes the counter-party more comfortable, it puts the escort in control.
After the lineup, the woman takes the customer by the hand, the first point of physical contact. They walk side by side—never one in front of the other, as they tour the ranch. As they walk, they talk about why he’s there, his background, and his hobbies and interests. One escort got a large booking ($6,500, up from her usual $1,000) because during the tour they connected over a similar childhood in the Southwest. Forging a connection creates power in the negotiation. If a customer is attached to an individual, he is more likely to meet her price.
2. Don’t talk about money or time initially, just the service you’ll provide. The women are instructed to describe an ideal scenario while touching the arm, leg, or hair of the client. They don’t bring up money or how long it will take until the client is hooked and wants the full service. Instead of leading with how much they’re worth, they describe their value in a way that’s appealing to the counter-party.
Hof described it this way:
'The guy’s, like, “Well, I need four hours and I need to do this and I need to do that.” What I would tell her to say is “We’re not going to have to worry about time. We’re going to have plenty of time together, all the time that you want, because I’m not rushing you out of here because I want you to come back.” Now, you just eliminated the whole discussion about time. Then the guest says, “Well, how much time do I get?” “You get what you need. I’m not rushing you out of here.”'
3. The most controversial question is whether to say the number first or let the client. The younger women always make the client say what he’s prepared to spend first. It’s hard to tell how much money a client has. Some of the less flashy looking clients ended up spending hundreds of thousands of dollars. If they say the number first, they risk low-balling themselves.
But Hof and the older women like to say the number first. They say it sets the tone and takes control of the negotiation. They don’t worry about saying a number that’s too low, because if the client readily agrees they then go in for the more expensive service and still get more.
I asked negotiation expert Adam Galinsky, a professor at Columbia Business school, about who is right. He studies the power dynamics of negotiations in other industries. He agrees with Hof that it is better to say your number first. That’s especially true when pricing is not transparent (as it is in the brothel). It gives the seller more power if she throws out the number first. It also frames the discussion and puts the prices in a higher range. “It is better to make an ambitious offer and give yourself room to concede—unless the other side has more information [on pricing].”
Continued after the break:
