Imagine you want to buy a car and the dealer opens the price negotiation with an offer of € 30 000. What do we recommend now in our Negotiation Training? Offer € 31 000! Have we lost our minds? No, because almost never the price is as important as most think!
Of course — regardless of the negotiation strategy, everyone is hung up on money: the buyer wants to pay little, the seller wants to get a lot. But this is precisely where one of the most common negotiation mistakes: one reduces the negotiation points to Too few factors. When someone tells us, “Please help us negotiate our sale. We have agreed on everything except the price,” then agreement is hardly in sight. Because the negotiating parties here have taken all the negotiating options off the table- except for one. The negotiation will now be a pure tug of warwhere any gain for one leads to an equivalent loss for the other and vice versa. What to do? Bring as many Negotiation points as possible on the table.
From price negotiation to proper negotiation
For example, do you want to buy a house Negotiate properly, there are countless negotiating points here: Move-in date, furniture, method of payment of the brokerage fee and much more. If you — as we do for our NASHER Seminar regularly do — rent conference rooms in a hotel, do not stiffen on the price. Your negotiation strategy must be to find other negotiating options that cost the hotel less than they are worth to you. Free drinks during the meeting, coffee breaks with pastries — all this costs the hotel little, but is worth a lot to you. The basic question for you to negotiate properly is therefore: what costs you little that is worth a lot to me and vice versa?
The optimal price negotiation
But what if your price is the Budget of your negotiation opponent exceeds? If you go down in price, you only ignite the ambition of your counterpart to push it even further. Besides, every discount decreases the profit immensely, because already 5 % discount often halves the profit. So what to do? Forget about the price and lower other negotiation points. For such cases, do you have a cheaper option just as Apple now offers iphones in various price categories. And you yourself? To return to the example of buying a car: offer more money, but ask for other negotiating points, for example winter tires, two free inspections, and the update of the navigation system for the next 3 years. All of this is worth cash to them, but costs the dealer little. You now have a car that is worth 35,000 euros to you! With this Negotiation strategy break away from the usual price negotiation and get services that are worth tens of times what you pay in money. But there is also price negotiation, especially purchasing negotiation or Sales negotiationsin which the focus is exclusively on the price. We will show you how to lead the negotiation and gain the upper hand here in the NASHER Seminar with exciting negotiation simulations. Sign up now!
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