When was the last time you negotiated a deal on something? For most Americans the only negotiating done, and often with uncomfortable feelings, is when you buy a car or a house. Does this sound familiar? The price is $12,000. You offer $10,000 hoping they will counter by splitting the difference because you will really be happy with $11,000.
But what about smaller items like all the furniture, supplies, clothes, and purchases required for the first time parent when preparing for a baby? All the purchases we make can add up to a significant chunk of change and financially overwhelm the parents to be. We Americans have been programmed to go to the store, look at the price tag and pay the price. We think that if something is on sale we got a bargain. Or if we truly want a bargain we go to a yard sale or flea market, but even there we still look at the tag and pay the price. There is a better way – a way we can negotiate for better baby bargains.
I’ve personally been to Ecuador, Venezuela, Germany, and England and done shopping in them all. You can negotiate the price nearly everywhere. In fact, in some places it is considered rude if you don’t negotiate the price. We can and should do this more. In these times of economic uncertainty more and more people are looking for a bargain. So the next time you are out shopping for baby bargains, especially when it comes to yard sales and flea markets - negotiate the price!
Negotiating doesn’t have to be about shady used-car salesman techniques. When done properly both parties can benefit.
1. Cash Talks
One of my favorite tips for negotiating is to have cash in hand, the smaller the bills the better. Someone is asking $7 for that $30 diaper genie - don’t pay $7. Don’t take out a $5 bill and offer five bucks. Take out five $1 bills and start counting. Cash still talks. Counting lots of bills, even $1 bills, feel like lots of money. My favorite negotiating story is when we bought our Pier 1 cast iron patio table and chairs. The set was over $500 new. The lady was asking $200. I offered $140 by email. She said she would not take anything less than $180. I told her I’d think about it and set up a time to go see it. I got out my $10 bills and counted out $150 and asked if she would take $150 cash in hand. She stared very hard at that pile of cash practically jerked it out of my hands saying she had to make a wal-mart run.
2. You don’t talk
People cannot stand that feeling of awkward silence. Often, by not saying anything, the salesperson or fleamarket vendor will begin talking to fill the void and start reducing the price voluntarily.
3. Don’t give a price
Avoid the “splitting the difference trap" I discussed in the opening paragraph. Price says $20, you offer $10, they counter with $15 – deal. After asking how much don’t immediately make an offer. Coupled with #2, this can be very powerful. Simply say, “That’s not good enough" or “That’s not going to work for us" and keep your mouth closed. The first person to talk loses. Get them to come down first. They might be stuck sitting on that item for weeks and need to get rid of it. You don’t know their perspective. It could very well be that their first price drop is lower than what you were going to offer. Let them make the first move and you can always say it again and wait for them to come down more.
I hope this article got some creative juices flowing for you. Try negotiating. Start out little and work your way up. I think you’ll find it can be quite addicting.
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