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Negotiate the impossible


A couple of months ago I wanted to buy a loft bed for my daughter. The one where you sleep on the top and have space to play underneath. I promised that I would get her one for her birthday.

I went to a few shops and found the one I wanted in a store that was re-decorating their floor stock and changing the layout of the shop. The loft bed that I wanted was surrounded by sofas and coffee tables; it looked a bit out of place where it was. The loft bed was reduced, indicating that they wanted to get rid of it. I went to a staff member and said that I would like to buy the bed but for half of the advertised price. He said that he couldn’t go that low, which indicated that he was willing to negotiate. I said to the person that I will go and do some shopping in the centre and that I will be back in an hour. I left it at that.

I went back an hour later and asked him what he thought of my offer. He said that if I take the bed by tomorrow, I can have it for 50% less. I said that that was possible, but they would need to dismantle the bed for me to pick it up tomorrow.
They did that and I got a brand-new bed for my daughter for a fraction of the original price.

The key lessons here are

1-     Look at the situation through the lenses of the other party – they needed to get rid of the bed and I did them a favour by taking it immediately
2-     Make an extreme offer – they can only say no or make a counteroffer
3-     Never be afraid to ask


www.octalonegotiation.com

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