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NEGOTIATION
Negotiation is an intense emotional experience for many people.
Learn why the negotiating tactics you practiced as a child fail to
work as an adult.If you are hesitant about negotiation, it is almost impossible to get
more than what anyone offers you. Negotiation skills are not just
for diplomats, business executives, and labor leaders. They are for
you, too. Most likely you negotiate more often than you realize.
Some of your desires can be fulfilled without other people. Losing
weight and learning a musical instrument are examples. Relations
with your colleagues, subordinates, boss, friends and family, cus-
tomers, and vendors all involve negotiation.
Apprehension about negotiating is a cultural peculiarity. It is
probably based on fear of conflict or fear of rejection. No matter,
the apprehension is not a genetic trait of all humans, and thus it
can be overcome. In some cultures people love to negotiate and
are insulted if you are unwilling to participate in the game. Some
American automobile dealers are using advertising themes like
this: “Negotiating car prices is a hassle. Buy your next car from us. We
don’t negotiate. We already have low prices, so we have done the negotiat-
ing for you.” With the information in this chapter, you won’t be
duped by such claims. Car dealerships need customers, or they
wouldn’t be advertising. It is doubtful they will refuse a reason-
able offer. Paradoxically, as you improve your negotiating skills, a
car dealership that advertises nonnegotiable prices could be the
place for the best deal because staff members there are out of
practice at negotiating.
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