The Perceived Value of Giving In Negotiations

Recently I stopped by a Walgreens drugstore. I was there to purchase a graduation card for my niece and some Mothers Day cards. I looked for the graduation cards and could not find them. So, I asked a clerk where the cards might be located. She informed me that they were in 3 boxes in the storeroom. I asked if she, or someone else, could bring them out of the storeroom so that I might make a purchase. She informed me that she could not do so at that time and suggested I come back in a few hours. I asked to speak with a manager and after speaking with the manager and making my request to purchase a card known, I was once again told, I would have to come back in a few hours. I looked around the store and observed that it was not busy. Some of the clerks appeared to be ideally standing around doing much of nothing.

I'm not suggesting all Walgreens drugstores typify this manor of behavior, but this one did. By chance there happened to be a CVS drugstore literally across the street from that particular Walgreens. So, I went across the street, purchased the graduation card for my niece, and also purchased the Mothers Day. I ended up spending about twenty dollars.

What negotiation lessens can we learn from this experience. There are several

1. Always have an alternate source from which to get what you need

2. Make anyone you negotiate with feel important (I had the impression that I was almost disturbing the clerks at Walgreens by wanting to make a purchase.)

3. If you cant fulfill the request/requirements of someone you're negotiating with, at least give the impression that you're trying to do something to solve their problem (some hotel chains will book people in another hotel chains facilities when the first hotel does not have space. In so doing, they are sending a signal to that customer that says, the customers well being has a higher priority than just making money off of that customer).

When negotiating, give as much as you can to appease and ingratiate yourself with the person you're negotiating with. By doing so, you give the perception that you care. In return, the fair minded person will give as much as they can give to you and in the end, both of you will have practiced, what I call, the win/win style of negotiating.

Greg Williams - The Master Negotiator

http://www.TheMasterNegotiator.com

http://www.YourEmergingSmallBusiness.com

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