Articles by Subject: 'negotiating'

There aren’t many activities like negotiation, which is almost PERFECTLY optional: You always can negotiate, but you never have to. It’s up to you. There are obvious benefits to negotiating, but many of us feel strong resistance to it. In fact, there are things about negotiation that we HATE, and these sometimes lead us to…
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Whoever first coined the Expensive Sentence “we can’t afford not to buy this” deserves an exhibit in the Spenders Hall of Fame. This assertion brings a brilliant and dangerous twist into the dialogue of buy-or-not-buy. Like a Jedi mind trick that works on the simple, the idea that NOT buying something is the more costly…
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We’re told that it’s good to know exactly what you want. But when we’re buying or negotiating, sometimes that precision can work against us. Consider these examples: Adam: I want Kung Pao chicken from Wu’s Garden for lunch Bill: I want to eat Chinese food for lunch Who has more options in venues and menus?…
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Does this scene sound familiar: “Would you like to get the large for just two dollars more? It’s the BEST VALUE.”  “Ah, I see it is. I’ll take the large, my good man.” The concept that paying $8.00 for 50 ounces of buttered popcorn could be called the “Best Value” is the funniest thing in…
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Sometimes we lose a negotiation before we even know we’re in one. Let me illustrate what I mean: In my quest to perfect the Buying Excellence videos, I was recently shopping online for a new microphone and encountered this image:   Note that below the picture and product info, there are two prices: $260 is…
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