3 Steps to a Better Negotiation

  When you’re attempting to buy something and the price isn’t fixed, here are three steps you can take that will generally result in a lower price.

First of all, listen very carefully to the salesperson’s proposal, and ask all the questions you can think of.

Second, tell them that you appreciate all the time they’ve taken with you, but tell the salesperson that it’s not exactly what you’re looking for.

And third, at the last moment, say, “Just to be fair to you, what is the very lowest price that you’d be willing to take?” 

This might not result in the lowest price that the salesperson is willing to offer, but it will quite often be very close to the lowest price.

Furthermore, when negotiating, never say, “Yes,” to the first offer. Always ask for more than you expect to get.

Make it a habit to flinch at the other side’s proposal. If you accept the first offer, the other person will feel like they could’ve done better and they’ll feel cheated.

Furthermore, never offer to split the difference. Wait for the other side to offer to split the difference and then, ask them to split the difference again. 

For example: If they want $60 for an item and if you’re offering $40, don’t be the one to suggest $50. Let them suggest $50, and then you split what’s left and offer $45. Even if they don’t accept $45, if you’re willing to pay $50, then they still feel as though they’ve won.

It’s not only important to get a good price, but it’s also important to make the other person feel good about the transaction.

Let me give you a good example of winning at price, but feeling like a loser. 

I don’t remember the exact details, but I remember the feeling, and here’s the basic story. 

I was in a shop and something was marked $80. I said, “Would you accept $45?

Without any hesitation, the person said, “Absolutely”. 

I got it for the price I had offered, but I certainly felt like I could’ve gotten it for less, and I walked away feeling like I’d been taken advantage of.

So one more time, when you’re negotiating, make it a habit to flinch, let the other person split the difference, and make sure the other person feels good about the transaction. 

After all, this is what winners do, and you are a winner, and given enough time, you WILL win! Yes, you ARE a winner!

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Full Transcript:

Hi, this is Don Howe, and the topic for this Golden Nugget is “Negotiation”, and I’ve got a couple of tips for you when it comes to negotiating.

When you’re attempting to buy something and the price isn’t fixed, here are three steps you can take that will generally result in a lower price.

First of all, listen very carefully to the salesperson’s proposal, and ask all the questions you can think of.

Second, tell them that you appreciate all the time they’ve taken with you, but tell the salesperson that it’s not exactly what you’re looking for.

And third, at the last moment, say, “Just to be fair to you, what is the very lowest price that you’d be willing to take?” 

This might not result in the lowest price that the salesperson is willing to offer, but it will quite often be very close to the lowest price.

Furthermore, when negotiating, never say, “Yes,” to the first offer. Always ask for more than you expect to get.

Make it a habit to flinch at the other side’s proposal. If you accept the first offer, the other person will feel like they could’ve done better and they’ll feel cheated.

Furthermore, never offer to split the difference. Wait for the other side to offer to split the difference and then, ask them to split the difference again. 

For example: If they want $60 for an item and if you’re offering $40, don’t be the one to suggest $50. Let them suggest $50, and then you split what’s left and offer $45. Even if they don’t accept $45, if you’re willing to pay $50, then they still feel as though they’ve won.

It’s not only important to get a good price, but it’s also important to make the other person feel good about the transaction.

Let me give you a good example of winning at price, but feeling like a loser. 

I don’t remember the exact details, but I remember the feeling, and here’s the basic story. 

I was in a shop and something was marked $80. I said, “Would you accept $45?

Without any hesitation, the person said, “Absolutely”. 

I got it for the price I had offered, but I certainly felt like I could’ve gotten it for less, and I walked away feeling like I’d been taken advantage of.

So one more time, when you’re negotiating, make it a habit to flinch, let the other person split the difference, and make sure the other person feels good about the transaction. 

After all, this is what winners do, and you are a winner, and given enough time, you WILL win! Yes, you ARE a winner!

Thank you for listening to this Golden Nugget by Don Howe. To learn more about Don’s free sales success system or to have a free success audio like this one sent to you each week day, please visit DonHoweSuccess.com. That’s D O N H O W E S U C C E S S .com

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