than price, buyers will generally pay more for guarantees. When you get agreement on a deal, compliment them on being such good, smart negotiators. Got a discount. To people who crave discounts, the actual Going in to a price is not as important as the perception negotiation, that they got a discount. Goods on sale raise the price appeal to these people; they will buy more on your initial than they need because they cannot resist offer by 20 a percent discount.” percent, “50 negotiate, and then as a clincher close, offer a 20 percent discount. When you make the sale, compliment them on being such a good negotiator and being able to get such a large discount. Got something There are some people who love to get With people else free something for nothing, something free. who you have thrown in. They will pass up a percent discount” identified as “50 offer, often feeling that is damaged or those who like undesirable goods, and snap up an offer of something else one and get one free.” Same price, free thrown in, “buy different frame. like with those who crave discounts, planning is the key. During negotiations, do not concede on price, even though you are willing to come down 15 percent but as a clincher close,
than price, buyers will generally pay more for guarantees. When you get agreement on a deal, compliment them on being such good, smart negotiators. Got a discount. To people who crave discounts, the actual price is not as important as the perception that they got a discount. Goods on sale appeal to these people; they will buy more than they need because they cannot resist a “50 percent discount.” Going in to a negotiation, raise the price on your initial offer by 20 percent, negotiate, and then as a clincher close, offer a 20 percent discount. When you make the sale, compliment them on being such a good negotiator and being able to get such a large discount. Got something else free thrown in. There are some people who love to get something for nothing, something free. They will pass up a “50 percent discount” offer, often feeling that is damaged or undesirable goods, and snap up an offer of “buy one and get one free.” Same price, different frame. With people who you have identified as those who like something else free thrown in, like with those who crave discounts, planning is the key. During negotiations, do not concede on price, even though you are willing to come down 15 percent but as a clincher close,
MS_5_Chapter_13_NegotiatingClosing_COMPLETE.docx