Negotiation

General strategy

  • Determine the other person’s motivation in interacting with you.

Customer end

Proper attitude

  • Remember the feeling of being conned. Savour it. Don’t let it happen.
  • Profile the seller. “Is he take it or leave it? Or desparate to make sales (eg. poor street seller)? Is there going to be a recurring relationship or is it a one-off transaction?”
  • Understand the desperate seller’s motivations:
    • Upsell goods (coerce purchase of undesired/ more goods).
    • Charge more than the goods’ worth.
    • Lie and generate trust.
  • Be prepared to counter the desperate seller.
    • Unless you’ve predetermined to make a quasi-charitable transaction: Strictly keep charity separate from business. Otherwise, even your charity will leave you with a bad taste - eg. one of being potentially cheated.
  • Be prepared to walk away. Very important.

Info

Basic element in bargaining is information. Don’t make rash decisions. If you don’t have the requisite info - take time and look it up.

Beware lies

  • Don’t be fooled by smooth-talkers. See conning page.
  • Be alert to red flags of dishonesty. Eg. The seller said one thing in the beginning (“Don’t worry - I have scales”), then, when you’re about to complete / undergo‌ the transaction , says something else (“No scales - just use this measuring cup”).

Team-work

  • Better coordination among buying team implies lower risk of fraud.
  • Be clear about responsibilities. Like: Who will check the bill items (not just total)? Who will verify the weight? Who will take the final decision?
  • One trick is to exploit discord among the buying team / family (one of whom may be inexperienced and fraud-prone by nature).
  • NEVER contradict each other before the buyer by words or gesture. If necessary, speak in private.
  • Poor coordination among the buying team may lead to greater confusion. For example, some person may keep interrupting during negotiation and not allow the decision maker to think properly.

Take time

Smooth-talkers work mostly by making you take instantaneous decisions. Take as much time as you can while taking major decisions - such as those that involve a lot of money.

Be clear about rights

  • Even if you are getting a free service, you have right to every courtesy due to a customer, and to the promised service in full. Be forceful but polite in demanding it. Remember that you can ask to see the boss.
  • Get things in writing.