Trading is not something that appeals to many people. Confronting someone for a price that is already established, a salary that you have already offered or an offer that sounds good is not worth it for many. But what if you knew almost certainly that there is nothing to lose by trying?
“Even if I knew that I had nothing to lose, I would not want to spend the bad times to negotiate.”
Negotiating is not a skill with which it is born, much less. It is true that it helps if you grew up in an environment in which the negotiations are part of everyday life, as in many cultures where it is traded for everything from the most elegant shops up positions on the streets. For example, in one of the largest markets in Istanbul, the store owners put their teenager to work with the public, with a clear and simple purpose sons must learn to negotiate. But, what they will negotiate knowing if they live in a culture like American?
Although not much traded in the United States, when compared with other countries, the fact is that many commercial situations we face lend themselves to negotiation and, if indeed samples sufficient skill, will bring substantial benefits. You remember the last time you went to buy a car? People who choose not to negotiate when buying a car, compared with those who do leave much money on the table. But why not pay the price that is already established as when I go to the mall to buy anything else? Because buying cars is one of the few businesses in which trading is expected openly. Indeed, there are companies that offer services to negotiate for you, charging you part of the savings they achieve. I do not consider myself a negotiator first level, but the last time I went to a car dealership, I managed to reduce the initial amount to several thousand dollars, which tells me that although best negotiators I even would get more advantages, many people just yielding to the initial prices to teach us.
And the same could be said of wages offered us a job interview. Many people, excited to hear the first offer in months, light, almost faded, accept the first thing that put them ahead to sign. But what if we were leaving money on the table? How do I know? Should I be risking to send me a walk and pick your second favorite candidate? Good questions.
What is most important in a negotiation? Information. Valuable information. No, information is not power as many say, the ability to use information is what gives us that power. What do we need to accumulate all the necessary information about the different costs of a vehicle if at any time we mentioned? Well you’re welcome. Now, if we combine that valuable information with the ability to use it at the right time … that’s power.
In the case of trading on a car purchase, we would like to obtain more information: the price the dealer paid for the car in particular, the selling price to the public interest would offer us a bank or credit union if we financed the purchase with them, etc. And besides, know perfectly the vocabulary to be used during the transaction. If you you can show the car salesman you know what you’re talking about, you will not be forced to negotiate with you, unless the specific model you are looking for is the most wanted market.
The same goes for wage negotiations. If you do your homework, you find wages than other companies pay for the same position, wages that the company you interview has offered the last employees hired and if you are able to demonstrate your value in the interview, for negotiation should part of the interview, but best left for the end. If, in the middle of the interview, they ask how are salary expectations, you can respond, “I think the salary we can talk later, first I would like to find out if they really fit perfectly.” Thus, you divert the conversation to an area where we can learn more before committing to anything and everything in a friendly way, without aggression but surely.
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