Success in negotiating is a lot like becoming proficient in martial arts. You must learn to use of timing, power and leverage to your advantage. In bargaining contests, Americans tend not to do very well when compared to people in other countries around the world. There are some real black belts out there and here are some common mistakes that often keep us from getting the best deals:

MISTAKE #1: Being Afraid To Bargain: If a martial artist enters the ring and is the least bit afraid of his or her opponent the contest has already been decided in the other person's favor. Some of us are a bit timid when it comes to haggling because we're afraid to be rejected. In reality, there is no rejection in negotiating. If you ask for a discount on your laundry from a dry cleaner that you patronize on a regular basis and the owner says, "no" what have you lost? Nothing! However, the power to choose is now in your hands. You have the choice of continuing to pay full price or take your business elsewhere. It's totally in your control.

MISTAKE #2: Forgetting That Everything Is Negotiable: Master martial artists take every opportunity to practice whether in a tournament or just by themselves. Master bargainers are constantly aware that anything is negotiable under the right circumstances. I have gotten discounts on gasoline for my car, substantially reduced peoples' IRS tax bills and even obtained deals on medical care. You would be surprised to find what others will do to earn your business as long as you keep in mind that there must be a benefit to them of doing business with you.

MISTAKE #3: Believing It's Not Worth Haggling Over Small Items: Martial artists do not become black belts overnight but rather one day at a time. Many Americans only think about negotiating when it comes to big-ticket purchases like cars and houses. The real savings come when you get discounts on things you buy more frequently. For example, if you and your spouse eat out at nice restaurants once a week costing eighty dollars and you negotiate a thirty percent discount that saves over $1,200 a year. I generally only pay half price for meals saving even more. I get discounts on trees and plants at my local nursery, parking at the airport, food at the nearby Chinese restaurant and dozens of other establishments who value my business.

MISTAKE #4: Thinking About Ourselves First: There's an ancient Chinese saying, "To defeat an opponent you must first think like an opponent." Many people only consider the benefits they'll get out of a negotiation. Master bargainers are always thinking about what's in it for the other person to accept a deal, not what's in it for themselves. They know that if there isn't a clear benefit to the other party they will never seriously consider an offer. Finding ways to help people solve their problems will make it easier for them to give you what you want. Most businesses make their money on repeat business because this eliminates their marketing costs. If you are a regular customer you deserve a discount for saving them money.

Page 1 of 3 :: First | Last :: Prev | 1 2 3 | Next