Negotiation
Haggling on BBC Radio Suffolk
February 11, 2009
On BBC Radio Suffolk this morning with James Hazell I went through the key issues of haggling when negotiating. These are -
1 – Build rapport, get to know the person before you make them an offer. Find out if they can make decisions, what power they might have and if they might be open to a low offer. Initially pick someone who looks like they can make decisions.
2 – Have options. If you look like, you definitely want the product, you won’t get a discount. They will see you coming from your body language. Say it is a choice between this and a couple of other pieces of furniture etc.
3 – If you can’t get a discount, ask for extras, small things that doesn’t cost the shop much.
4 – Smile and ask for more. Use softer phrases like I can’t afford to pay that much. It is outside my budget but I really want it. Surely you can help me.
5 – Listen carefully to how they answer the questions. Even if they are saying no, do you think they might be able to help. If you are going to buy something else, link the two together.
6 – Sometimes you have to walk away. If so say “that is the lowest I can go today” – which leave the door open if you decide to pay that price, which hopefully is already discounted.
7 – If you never walk away you will never get the best deal
Derek Arden the haggling expert
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