Who’s Afraid of the BIG “BAD” … Negotiation Moment?
They say that women tend to look at negotiations as going to the dentist for a root canal, while men look at it as a game to be played and master.
Guess who has more chances of winning and getting better offers, better deals and hugher income? The answer is obvious.
If you look at negotiation as something, which is painful, and something to be feared of your chances are low in mastering it or even willing to learn how to master it.
A few weeks ago I wrote an article about 10 tips for better negotiation skills. However, I realized, once I read many of your comments, (by the way, thanks for all your honesty and contribution on that post), that women will not use those tips if they don’t confront their reason to the fear and hesitation of negotiations.
Many women hesitate from negotiating, whether it’s big-ticket items—i.e. €200 and up, from necklaces and cameras to couches (or hospital bills)—or their own salaries or service proposals that you need to send out. You’re either afraid of looking like a cheap tight-up person, bargaining or worse, you might come across as bossy and aggressive.
But you need to realize that this is so far fetched and off track. It is one of those times that your instincts are off.
Remember what you might call your instincts, are a results of generations of conditioning, which said, “Women should play “nice”, or “Women should not voice their opinions”, or that “Women are worth less than men and should be grateful for what they get”.
Negotiating the price of big-ticket items is a reasonable thing to do and one that you can become successful at if you start doing it. At the start of it, it might feel awkward and un-natural, but when you keep doing it and looking at it as a game, you’ll start enjoying it and become better and better.
In order to ease your mind (and instincts) which are not used to doing it there are certain elements that you need to be aware of that could help you in doing it better.
The truth is, that companies often build room into the price to negotiate. Therefore in a way they expect you to negotiate with them. Have a look at some figures that were collected about prices in big companies:
Furniture is marked-up 80% or more over what the store paid for it.
Jewelry is marked-up at least 100%, and often more than twice that.
The garment industry is all about marking prices up and then down, depending on the season.
This doesn’t guarantee you a discount at every store, or every time you shop. Computers, have a slimmer profit margin now, so you would likely have to purchase other items at the same time (like a printer) to be able to bargain.
And a few stores (hello, Tiffany; hello, Apple) will tell you they just don’t negotiate.
Most other stores, even car dealers, presume a customer will try to bargain them down a bit.
Here’s how to do it:
1. Start with a win-win mindset.
You’re not begging, you are just doing business. The store will get the sale and you’ll save money, money you might even spend on something else at that shop.
2. Use your people skills.
Women are good at getting people to like them, and that rapport can lead to deals. Ask the salesperson to show you several pieces of jewelry, say, and build friendship by chatting about what looks best. (Side bonus: taking time to look at an array of items will help you to look less eager for that one you have your eye on—a good strategy anyway.)
3. Negotiate with the right person.
You’re at a camera shop and you ask the salesperson if he can give you a better price on the item you want, and he says he can’t negotiate. All that means is that you need to ask to speak to the manager (or owner, if it’s a small shop), whoever does have that authority.The manager wants to move the merchandise; just like a salesperson who works on commission, she’s got an incentive to cut a deal with you.
4. Play the loyalty card.
A store is going to be interested in someone who can bring it repeat business. So it’s worth saying, “I saw a comparable couch priced €500 lower online. I’d prefer to stay local and buy from you. Can you give me a price closer to that?”
5. Request a discount for buying a floor sample or a slightly damaged product.
If you want a chair on display, offer less than what is on the price tag. If the item is being discontinued, you may well have a deal. Also, if you notice the tiniest button missing or other little flaw on a piece of clothing, show the manager. Even at a large store like H&M, she’ll likely give you a 5% to 10% discount, as her other option is paying to ship the damaged item back to the manufacturer.
6. Be ready to leave.
Sometimes, a manager will tell a woman he can’t cut her a deal when, in the same situation, he would have given her husband a deal. They know the man will really leave, but with the woman, they decide to wait and see. My advice: “Just leave.” The manager may stop you before you get to the door. If not, “You can always come back another day. If some place won’t negotiate with you, others will.”
7. Use this little secret.
A recent study showed that women were excellent at negotiating their prices when they were told that they were expected to do so. So you can be excellent at this kind of negotiating, too. Remember, it’s expected of you to negotiate.
Now I’m curious….
How did you overcome your fear of negotiations?
Share it with us in the comment box below - your tips, advice and experience when it comes to negotiation
As a thank-you gift for your comment I will send you a free ticket to a workshop on “Negotiations for Women” of my good friend and expert on Negotiations Jacqueline Moleman – It’s all about practicing and doing and she’s the BEST in teaching you how to do it.
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Have a magical week! Vered
