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Do you think that, after
hearing those words, the
dealer will give you a
discount? Of course not!
One of the most
effective strategies to
gain the upper hand in a
negotiation is to tell
the other person that
you are also considering
other options…even if
there aren’t any!
No matter what you are
negotiating – whether it
is a job, purchasing a
home, or a discount on a
particular product – use
the following magic
words: “I don’t ‘need’
to negotiate with you,
but I ‘want’ to
negotiate with you.”
The words ‘Need’ and
‘Want’ have very
different meanings;
however, many people
often confuse them.
‘Need’ denotes
insecurity and weakness,
while ‘Want’ represents
strength and success.
Any time you tell
someone that you ‘want’
to do business with them,
you are elevating their
ego and it will be
easier to get what you
want.
In Susan’s situation,
she should have said to
Mr. Ramirez: “I don’t
need to work with you,
and I do have another
offer; however, I want
to work here because
both you and your
company have a great
reputation.”
The less the other
person knows about your
difficulties and your
stresses, the better it
is for you. In your next
negotiation, I recommend
that, before making any
statements, ask yourself
if your comment might
put you at a
disadvantage. If you
think it will, then…KEEP
YOUR MOUTH SHUT!
By Maria Marín |
