| Let's say that you're in charge of buying
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| | there, as the song says, there's a
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| new computer equipment for your company.
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| | "walk-away" price. A price at which the
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| How would you get a salesperson to give
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| | salesperson will not or cannot sell. The
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| you the lowest possible price? I would
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| | other person doesn't know what the
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| let the other person come in and have her
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| | walk-away price is, so he or she has to
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| go through her entire presentation. I
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| | do some probing, some seeking of
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| would ask all the questions I could
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| | information. He or she has to try some
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| possibly think of and when I finally
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| | negotiating Gambits to see if they can
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| couldn't think of another thing to ask, I
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| | figure out the salesperson's walk-away
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| would say, "I really appreciate all the
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| | price.When you play Reluctant Buyer, the
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| time you've taken. You've obviously put a
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| | salesperson is not going to come all the
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| lot of work into this presentation, but
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| | way from the wish price to the walk-away
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| unfortunately it's just not the way we
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| | price. Here's what will typically happen.
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| want to go; however I sure wish you the
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| | When you play Reluctant Buyer, the
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| best of luck." I would pause to examine
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| | salesperson will typically give away half
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| the crestfallen expression on the
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| | of his or her negotiating range. If that
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| salesperson's face. I would watch her
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| | computer salesperson knows that bottom
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| slowly package her presentation
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| | line is $175,000, $50,000 below the list
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| materials. Then at the very last moment,
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| | price, he will typically respond to the
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| just as her hand hit the doorknob on the
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| | Reluctant Buyer Gambit with, "Well, I
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| way out, I would come back with this
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| | tell you what. It's the end of our
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| magic expression.There are some magic
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| | quarter, and we're in a sales contest. If
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| expressions in negotiating. If you use
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| | you'll place the order today, I'll give
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| them at exactly the right moment, the
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| | it to you for the unbelievably low price
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| predictability of the other person's
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| | of $200,000." He'll give away half his
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| response is amazing. I would say, "You
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| | negotiating range, just because you
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| know, I really do appreciate the time you
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| | played Reluctant Buyer.Remember that when
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| took with me. Just to be fair to you,
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| | people do this kind of thing to you, that
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| what is the very lowest price that you
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| | it's just a game that they are playing on
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| would take?"Would you agree with me that
| |
| | you. Power Negotiators don't get upset
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| it's a good bet that the first price the
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| | about it. They just learn to play the
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| salesperson quoted is not the real bottom
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| | negotiating game better than the other
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| line? Sure, it's a good bet. The first
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| | side.Key points to remember:Look out for
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| price a salesperson quotes is what I call
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| | the Reluctant Buyer.Playing this Gambit
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| the "wish number." This is what she is
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| | is a great way to squeeze the other
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| wishing the other person would do. If the
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| | side's negotiating range before the
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| other person said okay to that, she would
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| | negotiation even starts.The other person
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| probably burn rubber all the way back to
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| | will typically give away half his or her
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| her sales office and run in screaming,
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| | negotiating range just because you use
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| "You can't believe what just happened to
| |
| | this.Roger Dawson
|
| me. I was over at XYZ Company to make a
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| | Founder of the Power Negotiating
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| bid on the computer equipment they need
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| | Institute
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| for their new headquarters. I went over
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| | 800-932-9766
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| the proposal and they said, 'What's your
| |
| | Dawson is the author of two of
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| absolute bottom line price?' I was
| |
| | Nightingale-Conant's best selling
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| feeling good so I said, 'We never budge
| |
| | audiocassette programs, Secrets of Power
|
| off list price less a quantity discount,
| |
| | Negotiating and Secrets of Power
|
| so the bottom line is $225,000,' and held
| |
| | Negotiating for Salespeople. This article
|
| my breath. The president said, 'It sounds
| |
| | is excerpted in part from Roger Dawson's
|
| high, but if that's the best you can do,
| |
| | new book - "Secrets of Power
|
| go ahead and ship it.' I can't believe
| |
| | Negotiating", published by Career Press
|
| it. Let's close the office and go
| |
| | and on sale in bookstores everywhere for
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| celebrate." So, the first price quoted is
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| | $24.99.
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| what I call the wish price.Somewhere out
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| |
|
