6 Ultimate Rules of negotiation
- Always quote the lower number first. If dust settles down a bit on any higher number, its never going to come down soon.
- Show least interest in the end product and start with listing the shortcomings.
- 35% is usual margin in any retail product. You know wheren lies the real price (If they are quoting the retail price).
- Create sense of urgency. Once the other party has invested in your discussion substantially (like 10 minutes of effort in talking) start to run. Say you are getting late. Loss aversion principle comes into foray here. We avoid losses 2X than waiting for gains.
- Show them the money. Show them real money, like cash and increase your chances by firing primitive brain response of mind loving ‘immediate gains’.
- Practice two minutes of silence (essentially 10 seconds) rule. After there last offer, repeat their price like 200 INR and remain silent for some time (depending on their body language), signalling them that you are thinking about the offer. In most cases they come up with the best they can offer you at that very time. I have got few things at cost to cost by these methods. I signal the seller that these items are out dated and might not sell now and hence it is easier to clear the inventory at cost.
PS : Last method might not work for very popular items.
One who is willing to walk away from the deal at any point of time has the maximum power. Both in negotiation and relationships.