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The fine art of haggling
You know you're expected to negotiate price when you buy a car or go to an antique store. But did you know you could haggle for a better deal in many other places?
Whether you are negotiating an agreement or trying to get a helmet thrown in when you buy a fancy bike, tuning up your skills will help you get more of what you want. "Everyone negotiates all the time," says Gerald Nierenberg, founder of the Negotiation Institute of New York City. "It's an essential part of all human relations." Not just a game to be won or lost, however, it can be a process where both parties can win. Here's how to do it:
* Find out what they want, and tell them what you want. The store wants to sell a mountain bike; you want a helmet to go with it. Information is fundamental.
* Start with the bad news. Attorney and author John Ilich says it's best to get the nasty stuff out of the way first. Your proposed solution to the problem will sound better to the other person.
* Step back. If you reach a sticking point in negotiating, go back to previously agreed-upon points, saying, "It's a shame we're agreed on the first and second points and don't agree on this. Let's talk about this item again."
Suppose you are considering a new health club, but the membership is high. First they give you a tour and their sales pitch. Then say that you like the place, but other clubs are charging less. If there can be no negotiation on price, consider non-cash solutions or an extra benefit that would satisfy you.
* Build your case. Ilich, author of The Complete Idiot's Guide to Winning Through Negotiation, says top negotiators start and end with their two strongest points. Items in between may be forgotten.
* Don't forget the assumptive close. "How about it, do we have a deal?" will probably get a negative response. Instead, close with a statement that assumes your terms will be met. "O.K., I'll pay the full membership, and you'll add the saunas."
* Seal the deal. A handshake is a symbolic recognition. It makes the agreement more real to both parties in the negotiation.
A signed document adds legitimacy to any agreement. In some cases it's absolutely necessary.
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