“Why are
5
-year-olds such good negotiators? They’re persistent; they’re not
embarrassed to ask for what they want. And they read the other party very well.
FRAN K L. A CU FF,
H O W TO N E G O T IA T E A N Y T H IN G W IT H
A N Y O N E A N Y W H E R E ARO U N D T H E W O RLD
something. “You have to be willing to walk away—or at
least convey that to the other side,” says Herb Cohen,
author of
You Can Negotiate Anything.
“As the buyer, you
have power. That has always been true, but in today’s
economy it’s magnified tenfold.”
PRACTICE
Role-play the negotiation with a friend and have her give
feedback on how you did. You’ll pick up helpful pointers
and feel more confident. You can also gain real-world
experience at places where haggling is expected and the
stakes aren’t high—garage sales and flea markets.
DEAL WITH THE RIGHT PERSON
Furniture dealers and other sellers who work on com-
mission usually have the authority to negotiate, since any
concessions made will likely come out of their pockets.
(They’ll be more willing to do that if you give them the
impression that you’ll be a repeat customer.) At chain
stores, ask for a manager or supervisor. Be polite, ask
questions about the product (even if you know the
answers), and listen attentively. Take your time. A
win-win outcome is more likely when both sides are
invested in the situation. Throw out “what if” questions
and see what happens. “What if I buy three dresses
today?” “What if I take the floor model?” “What if I pay
cash?” Look for blemishes. If you can live with a flaw or
repair it yourself, you’ve just gained a bargaining chip.
YOU’RE NOT DONE YET
When you sense the deal is at hand, nibble away at a
freebie: “I don’t suppose you’d throw in a free scarf
today.” Nibbling works best when the extra is small
potatoes compared to the whole deal,
0^
BETTER HOMES AND GARDENS OCTOBER
2009
2 6
l
GET YOUR GLUTES BACK
C a s h b a c k B o n u s
o n e v e r y s in g le p u rc h a s e . W h a t
y o u . W h a t w ill y o u g e t b a c k w ith y o u r c a sh b a c k ?
D is c o v e r
g iv e s
y o u d o w ith it i
rf£>2009 Discover Bank, Member FDIC
DISC
VER
CasMxxV Booui'
f e r . ii
CCQO acoa Q0CQ2
