Negotiation

Article in Western Mail

February 26, 2007

HAGGLING FOR A BARGAIN – published in the Western Mail – February 2007

Expert negotiator Derek Arden , author of 117 HANDY Haggling Hints, has these recommendations:

When you have decided what it is you want to buy, consider where you might be able to find it elsewhere so you can price-match. Searching on the internet is great for this and takes only a few minutes.

Decide what you want and find out what the price options are. The more information you have the more advantageous a position you will be in, to haggle.

Think about what profits the shop probably makes. Know your margins – furniture and clothes shops, for example, have higher margins than an electrical goods shop. So they’re better able to offer a good discount.

Choose your timing carefully. This time of year tends to be quiet so salesmen will be keener to make a sale for a sale and therefore more likely to sweeten the deal. Retail sales are lower in January / February..

Pick a salesperson who looks friendly – your type of person – and build up a rapport with them. First ask them “how they are today” talk about the weather, chat them up in a professional way. Ask them if they are busy, as this often gives clues. Tell them you are just looking, but if there is a good deal you might buy something. A simple “Got any good deals on?” is a good line.

Let them know you’re looking at several options and make them think you are prepared to walk away if you don’t get what you want. If you haven’t got other options it will show in your body language and they’ll be less inclined to give you a discount.

Use soft lines / language when asking for a deal. For example, ask, “Is there anything you can do to help me with the price?” “This is more than I was expecting to pay” rather than “I need a discount”. Always smile – be assertive and then wait for them to respond – hold the silence.

When they give you their first offer, say, ”You can do better than that, can’t you?” Ask them for a further discount and then ask them to throw in something free , like batteries for the remote for the TV you’re buying. The worst they can say is no.
Remember, you won’t always get a discount. But when you don’t, you’ll have lost nothing except maybe a little self- pride, and that costs nothing. Move on and make sure you always ask. After all, there is one thing for sure – if you don’t ask, you won’t get!

I have found that less than a quarter of people tend to ask for a discount – and of those who do, half the time there’s a good chance of one.

« Older Post Newer Post »