Don and Shirley arrived back in Iowa, worldly possessions in tow, with a little over four thousand dollars Don had saved. Rudy was pleased to have his eldest son back in the fold, and offered to help him build a house right on the home property, so Donny didn’t have to lay out any of his hard-earned money to buy land right away.
Don readily agreed, and within days they began to erect a two-bedroom country house, right next to where the windmill once stood. Rudy and his son kept up the farm chores together, just like in the early days, and went into Lone Rock to service and set up machinery when time permitted. The house went up quickly, and was finished within Don’s budget. This was the first time Donny owned his own house, free and clear, with no mortgage.
Shirley began teaching at the Burt Elementary School, and seemed to enjoy her work and their new home. The young couple was happy, and looking forward to a productive future.
Attractive and roomy, but cozy enough for a young family, their new house quickly drew attention from the residents in the area. When he got an offer of sixty-five hundred dollars for the house, plus the contract to move it into Lone Rock and build an addition on it, Donny couldn’t refuse, and began to build himself and Shirley a new home in Burt. Instead of the four thousand dollars Don had begun with a short time ago, he now had eighty-five hundred to work with.
When he began construction in Burt, Ed Fredrickson, a neighbor, came up and asked who this new house was for. Don said it was for him and Shirley. The man nodded, and asked Don if he would consider building a house for him and his own wife Lil, close by. Don readily agreed, very pleased that his work was not only appreciated, but in demand.
Don agreed to go over and meet with the couple that evening, to discuss their plans with them. They wanted to build their dream house for their golden years, and had a design already in mind. Ed, an older bald-headed and frail gentleman, brought out a sketch he’d made and told Donny about the kind of home they were thinking of building. Don went home and stayed up until after midnight drawing up plans for the Fredrickson house.
On the way to work the next morning, Don stopped at the Burt Lumber Yard and talked to Roger Chaffee, the Manager. He explained about the new house, showed Roger the drawings, and said he had to build it for someone else, and didn’t know what to tell Fredrickson it would cost. Roger said twelve dollars a square foot would be a good general price, and it sounded feasible.
Don had no experience of negotiation or building for others. The communications center in the Tampa Police Headquarters had literally come with a blank check for construction. They called it ‘appropriations,’ and Don was simply told to use a red pencil if budgets were overdrawn. Here in the real world, he wanted to be sure he’d cover his own expenses for the building, and come out with some profit for his work.
He had another appointment with the Fredrickson’s that evening, and came prepared with his drawings. Ed was excited and pleased by Don’s design, but worried over the cost. Don promptly gave him the figure of twelve dollars per square foot, and Ed multiplied to arrive at the total cost. He showed the paper to his wife, and said that was about what they’d already expected. Don was relieved, and hoped he could produce the finished product under the figure quoted.
Next came a series of questions Donny hadn’t anticipated, but the Fredrickson’s had obviously thought deeply about. Don quickly learned the art of negotiation through body language and verbal clues. When Ed said, ‘This includes the garage, doesn’t it?’ Don answered yes. But when the older man said, ‘It probably doesn’t include painting though,’ Don agreed that it did not.
Don said yes to several of the ‘does it include’ questions, and no to as many as he felt he could get away with in good conscience and good business. After ten minutes or so of him answering no more than yes, he saw a bead of sweat break out on Ed’s forehead and begin to roll down his face. Don knew he’d better bring the negotiations to an end.
That little bead of sweat was a sure indicator that he was not going to get any more money for t