Do Emotions Have A Role In Negotiations?

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Fixed Price – I Don’t Think So

At Paris’ famous Marche aux Puces, it’s known as “marchandage.” In Mexico’s open-air weekend markets, it’s called “regatear.” Here in the U.S., we know it as “haggling.” And while it’s the norm when buying a car or a home, most American prices on most items are non-negotiable.

Think again. In this tough economy, there has never been a better time to haggle in any retail setting.

“You can negotiate anything, anywhere these days,” says Allan Stark, president of Negotiate4U, a Web-based company that negotiates discounts on everything from cars to cellphones. “You can haggle for lower prices from flea markets all the way up to Bergdorf Goodman.”

To learn more about quick and useful negotiating tips go to lessonsfrommydog.com

Try It – It Can Save You $$$$$

I do not know who authored this story, but I have met many people over the years that could have written it. It just reinforces my belief that “you will not necessarily get what you think you deserve, but you will get what you negotiate.”

Here’s the story:

“I hate face-to-face negotiations. So, in the past, I’ve paid full price for items that I’m sure I could have gotten for less, simply because I don’t like asking for discounts. Recently, however, I managed to make two rather significant purchases, and I negotiated lower prices for both. Here’s how.

I purchased a new grass trimmer from a large retail store. After deciding on the model that I wanted, I asked to speak to the head of the outdoor power equipment section. (I’m not sure what his official title is, I just know he works with the outdoor power equipment.) I told him exactly which model I wanted to buy, and I told him that I was ready to by, that day, but that I didn’t want to pay full price. At first, he mentioned that I could get a 10% discount, if I would only apply for a store-branded credit card. (Click here to read about an interesting conversation I once had with a salesperson about store-branded credit cards.) I explained to him that I had cash, and that I do not use credit cards. I then stopped talking and just waited to see what he might say.

At first, he didn’t say anything, and then he decided to speak to his manager. I assured him that I would wait for him to return, and he headed off to have a conversation. A few minutes later, he returned, and offered me a 10% discount, no credit application necessary. At this point, I almost went forward with the purchase, but I really wanted to test my negotiation skills. So, I simply asked, “Is that the very best you can do?” (This is an old negotiating tip, and one that many others have been using for years. For me, this was a first. Seriously, I do not like face-to-face negotiations.) He found his manager again, returned, and told me that the absolute best he could do would be a 15% discount. Not wanting to push things further, I accepted his offer, made my purchase, and now I’m enjoying my new grass trimmer.

Now, I’m sure that some of you out there are much better at negotiating discounts than I am. I’ll freely admit, I’m usually a pushover. So, the 15% discount, while nothing spectacular, was pretty major for a guy like me, who usually avoids the negotiation process all together.”

Try it, you have nothing to lose and everything to gain.

Coming Soon to a Web Site Near You

I am both pleased and excited to inform family, friends and business associates that I
recently have completed a new book, “Getting from You and Me to WE.”

The book will be available at CreateSpace.com and Amazon.com by the end of this week
— just in time for the start of the New Year and all the wonderful resolutions that come with it.

The Kindle version will be available at Amazon just after the first of next year.

Why not resolve to a better you, better relationships and better understanding?
“Getting from You and Me to WE” will help you accomplish goals you might have thought impossible.

Watch your email for several updates in the coming days. I will be sending out the links to my book and the new website. I would love your feedback …………Stay Tuned

News Flash

Coming Soon to a Web Site Near You

I am both pleased and excited to inform family, friends and business associates that I recently have completed a new book, “Getting from You and Me to WE.”

The book will be available at CreateSpace.com and Amazon.com by the end of this week
— just in time for the start of the New Year and all the wonderful resolutions that come with it.

The Kindle version will be available at Amazon just after the first of next year.

Why not resolve to a better you, better relationships and better understanding?
“Getting from You and Me to WE” will help you accomplish goals you might have thought impossible.

Watch your email for several updates in the coming days. I will be sending out the links to my book and the new website. I would love your feedback …………Stay Tuned

Setting the Stage for Negotiations

There is the story of a pastor who got up one Sunday and announced to his congregation: “I have good news and bad news. The good news is, we have enough money to pay for our new building program. The bad news is, it’s still out there in your pockets.”

Creativity Breeds Success

The minister was preoccupied with thoughts of how he was going to ask the congregation to come up with more money than they were expecting for repairs to the church building. Therefore, he was annoyed to find that the regular organist was sick and a substitute had been brought in at the last minute.. The substitute wanted to know what to play.
“Here’s a copy of the service,” he said impatiently. “But, you’ll have to think of something to play after I make the announcement about the finances.”
During the service, the minister paused and said, “Brothers and Sisters, we are in great difficulty; the roof repairs cost twice as much as we expected and we need $4,000 more. Any of you who can pledge $100 or more, please stand up.”
At that moment, the substitute organist played “The Star Spangled Banner.”
And that is how the substitute became the regular organist!

Claiming innocence, brothers released after 25 years behind bars for murder

 

It may be slow, but apparently, the system does work.

Claiming innocence, brothers released after 25 years behind bars for murder

 

Lack of Negotiation Ends in Disaster

The Secret Service scandal was discovered when a disagreement on how much a prostitute wanted for her services came to light. She wanted $800.00. The Secret Service Agent offered $30.00. How ironic is it that the only person in Washington willing to cut spending gets fired?

Recipe for a Bigger, Better Pie

One of the most important things I have learned during many years of negotiating “deals” around the world is, to achieve a more satisfactory and a more sustainable outcome, the focus has to be to “make the pie bigger” as opposed to getting a bigger piece of pie than the other person. The result should be that when the pie is cut in half, both parties end up with a bigger and better piece of pie. To do so, the focus has to change from a confrontational mindset to one of working together.

If you want better results from your next negotiation, keep the following points in mind:

1. Negotiation is an art not a science. There are no hard and fast rules or formulas that fit every situation.

2. Each “deal” is different even though some similarities may exist between “deals.”

3. Recognize that both parties will have to make concessions to reach agreement.

4. The key to success is to remain creative in getting to an agreement that satisfies both parties.

5. Define your bottom line so that you know when to walk away.

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