Negotiation: Sometimes That Item is Worth the Full Asking Price!

Most people foster an image of the expert negotiator as the one who seems capable of getting a discount on anything.

“Joe, you’re going to need bypass surgery right away, and it will cost about $10,000.”

“Doc, is that the very best you can do?”

“Okay, Joe, just because it’s you, I’ll do it for half.”

Of course, savvy negotiators do better than others when it comes to the give and take of bargaining, but sometimes the very best at the game will tell you that they AREN’T necessarily looking for a discount.

In fact, sometimes they’re more than happy to pay the retail price.

As a kid, I was a coin collector, as were some of my tightest friends. We memorized each other’s collections, and the values of those coins in the annual red books that were published.

One day, Dennis and I were walking in our town’s local shopping area, and we went into a hobby shop. To our surprise there was a new display of coins, including two rolls of brilliant un-circulated World War Two vintage pennies.

As you may know, they look like steel because copper was in short supply during the war.

We asked to see them and the clerk retrieved them. On the side of each clear plastic roll it said $2.50. We thought that was a lot for each penny, but as it turned out, they were selling 50 coins for $2.50, so it was, miraculously, only five cents each.

We didn’t bargain. Instead we rushed home, got some money and ran back and bought them.

If you KNOW something is a steal, then hard bargaining is foolish. Why run the risk of so turning-off the seller so that you end up with NO DEAL?

The other night at a UCLA faculty dinner I was talking to a colleague who teaches Finance, and he mentioned that his mainstay is investing in real estate. Without any prompting, this very sharp and experienced guy mentioned that he’ll make a full-price offer on a property “Just as the for-sale sign is being planted in the lawn.”

He wants to be “the fastest with the mostest,” as one entrepreneurial slogan puts it.

Of course, and this is essential, he has done his homework and he knows neighborhood values, just as my friends and I knew coins.

Don’t make the mistake of believing that you must get something off to feel you have achieved an excellent buy.

Article Source: http://www.content.onlypunjab.com

Best-selling author of 12 books and more than 1,000 articles, Dr. Gary S. Goodman is considered "The Gold Standard" in negotiation, sales development, customer service, and telephone effectiveness. Top-rated as a speaker, seminar leader, and consultant, his clients extend across the globe and the organizational spectrum, from the Fortune 1000 to small businesses. He can be reached at: gary@customersatisfaction.com.

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