Easy Negotiation Techniques

Negotiation – If You Don’t Ask, You Don’t Get

I have run a successful training company for over 10 years and one thing puzzles me more than anything else. Out of hundreds of quotations to clients, I have only been asked to negotiate on my prices a couple of times. Even then, when I say that I can’t discount my prices, the response is usually ‘Well, I had to ask’, before they go on to buy at the full price.

On the other hand, I rarely pay full price for anything and it usually takes less than a minute to obtain a useful discount. Prices for goods and services are not set in stone. Sellers price their wares at the price they would like to get. Invariably, they will accept less, especially under the current economic conditions. I recently got a �50 reduction in the price of something in only 30 seconds. That equates to earning �6000 per hour, tax free!

Here is my formula to get them to drop the price in less than a minute. It does not work all of the time, but it does most of the time.

Stage one is to apply some subtle flattery. This needs to be sincere, which is not a problem. If you want to buy something, you obviously like it enough to want to buy it. So take the time to tell the seller why you like the product. We all respond to positive feedback and it makes the seller feel good about himself and also about you.

Stage two is to give the seller your problem. Tell them that although you love their offering, you just don’t have the budget to buy at that price (explaining why is optional). Then ask if there is any possibility of them doing something for you on the price. Because they like you, the chances of them moving are dramatically increased.

I recently bought some advertising space. I chose the provider because their website was the most professional and appropriate for my product. The cost of placing an advert for 6 months was just under �50. However, if I wanted to include my logo in the advert (which I did), that cost an additional �50. I rang the advertiser, told him that I really liked his Website and commented on how professional it looked. I then explained that I really wanted to advertise with him, but because the advert was for a new business, I could not justify the additional �50 for including my logo. I asked him if he could do anything for me on the cost of including the logo. Immediately, he said that he would include the logo for free and also offered me a complimentary press release statement for my product on his homepage.

This was a good deal for both of us. He generated goodwill with me by including my logo for free and I’ll advertise with him again in 6 months time.

So, this simple two stage approach works, but don’t try it next time you are buying a can of beans from the supermarket!

Bob Malloney, a soft skills trainer for over 20 years, can help you to make a real difference to your working life, all from the comfort and convenience of your PC. Streaming video courses that replicate instructor-led training. Register now for a free, no obligation 7-day trial at http://www.videocoaching.tv