The ability to negotiate is something that you can learn, that you can improve. It is something that you use almost all the time – everyone has different values and it is all about living with others in harmony. So each and every one of us negotiates; some of us more, some less, some of us with greater success, some with less.
The perception of value is a subjective matter based on the particular needs of an individual, meaning that price is also something determined on the basis of subjective feelings. Your ability to influence it usually has a fundamental effect on your success in business. Remember that you can almost always get a better price. It is up to you to work out how.
Ask
Many people are afraid of asking, but this is often the simplest way of changing the price. Ask for a low price when buying or a high price when selling. Then sit tight. Ask politely with expectation and optimism. The worst case scenario is that they say no, but that won’t hurt you.
Most prices are based on an idea of what the customer would be willing to pay. They are therefore subjective, meaning that you can negotiate.
Play on surprise and disappointment
Whatever the price offered, act surprised or disappointed. Simply draw on the fact that people just pluck a price out the air; that’s why you are entitled to these sorts of reaction and why they make sense. After a while ask if there is anything they could do with the price. And sit tight.
Let’s look somewhere else
There’s no need to say it outright, but it should be clear from how you act that you are willing to go elsewhere. This will shake the confidence of the salesperson, who will usually try to lower the price.
Try to practise these techniques at every opportunity, ideally in situations when you are not all that bothered about the outcome. Perhaps at the market, when choosing a table in a restaurant, at smaller meetings at your company etc. Negotiation is a game. So play it often and learn how to win.
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