Getting Your Feet Wet in Negotiations: Tips for Beginners (Part 2)
Dear Readers, Today we will continue with Part 2 of this Topic and we will start Our Topic with "Off-Tackle Slant"
Well, in Off-Tackle Slant You can always move off the major item under Discussion and Deal with a secondary element related to the total price. Conceivably, the salesman is limited in how much he can reduce the actual cost of the primary item, but he may have more flexibility and "Give" in other areas, such as a Trade-in Allowance.
Therefore, you can say, "Well, if that's your price, I'd Like $150 for trading in my present refrigerator. It's in excellent shape."
If the sales man says, "What...?" you interject, "All right... I'll make that only $50 off."
Now I concede you may not often do this with refrigerators, but people successfully use this Approach when buying cars.
WHAT if...?
Another Extremely effective option at your disposal is the use of the words "What if?" is a magic phrase in negotiations. For example: What if I buy 4 Refrigerators? Will that affect the Price? What if I take it home in a pick-up Truck, instead of having you deliver it?
Will that affect the Price? What if I buy a washer-dryer and a waffle iron at the same time ? Will that Affect the Price? What if over the next 6 months, our neighborhood syndicate buys one Refrigerator a month? Will that affect the Price?
You may not always get precisely what you want when asking "What if...?" but 9 out of 10 times, the person you're dealing with will make a counter-offer in your favor.
Don't forget that although the posted $480.75 price was arbitrarily arrived at, many things are buried in that figure, including installation, delivery charges, service contract, and warranty, all of which cost Sears money.
If you can save Sears any or all these expenses, the store should kick the savings back to you. For Example, if you ask the salesman "Does that price include an installation charge?" and he replies, "Yes, it does," you then comment, "Good... I have a set of tools at home. I can make any necessary connections and adjustments myself."
The Ultimatum
Supposing your time is limited and you don't feel like negotiating. You approach the first salesman you see and say, "Look ... you want to sell this Refrigerator, and I want to buy it. I'll give you $420 right now, take it or leave it"
Furthermore, he resents you curt approach. The key to make an ultimatum prevail is always the extent to which the other side makes an investment of Time and Energy.
Keeping this principle in mind, let's try another way. You casually walk into large Appliances Department at 2 o'clock on Monday afternoon when floor activity is at a minimum. You say to the salesman, "I'm Interested in seeing your entire line of Refrigerators!"
From 2 to 4 have him show you every model on the floor, explaining all the benefits.
Finally you Remark, "Before I Make up My Mind, I'll have to come back tomorrow with my spouse."
The salesman has now wasted 2 hours of his time on you..
On Tuesday, again at 2 o'clock you arrive with your spouse. Yes seek cut the same salesman. You repeat the process of examining every model on the floor.
Finally you say to him, "Before we make up our minds, we'd like to come back with a refrigerator engineering specialist: my mother-in-Law. She knows a lot about these things. See you tomorrow Afternoon!"
The salesman now has 4 hours invested in you. On Wednesday, at the appointed hour, you walk into the department with your spouse and Mother-in-Law. You induce the salesman to repeat his demonstrations till 4, at which time you mumble, "Hmmmm ... know what? I can't quit makeup my mind!"
The salesman now has 6 hours of his life invested in you.
On Thursday Afternoon, as expected, you walk in alone and say, "Hi there - remember me? I'm Interested in buying a refrigerator."
The salesman will make a wry face and say, "I should hope so!"
Yes continue, "Look... I Only have this $420 plus a book of matches, a fountain pen, and eight cents in change. I just love this model. Please... maybe we can make a deal, " Then if he doesn't respond immediately, you shrug, pivot, and slowly start for the exit.
Will the salesman follow you? Yes. He has an investment in the situation, and he wants some return on the effort he has expended. He'll probably mutter, "Okay, okay! Enough is enough. It's a deal."
Why does he take your "Take it or Leave it" offer(though you didn't use those words)? Because you've set up your ultimatum in such a way that its acceptance is virtually guaranteed. You've made the ultimatum palatable and have forced the salesman to spend an inordinate amount of time with you.
He's doing a cost-benefit analysis of the situation and inwardly groaning, "I've got 6 hours invested in this meatball! But the devil known is better than the devil unknown. Who knows what else is lurking out there on the street.
So Readers you can see how it's possible. In Next Parts of this Topic we will continue discussing about the different Tactics Used in Negotiation, and we will be discussing it in stages so that it's easy for you guys to understand what it's really like to be a True Successful Negotiator
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