Expert Negotiation Tips: Haggle with Confidence

Dr. Sandi Mann, Expert in social psychology

About Sandi

Dr. Sandi Mann specialises in social psychology with a keen interest in business psychology.

A respected expert in behaviour, she can train clients to analyse body language, overcome fears and approach any situation with confidence.

She has authored many books, including Would I Lie To You: Deception detection in relationships at work and in life; Hiding What We Feel, Faking What We Don’t. She is also a regular contributor to the Huffington Post.

Her top ten tips will arm you with the power and confidence to do bartering battle.

How to negotiate

We’re a nation scared of negotiation, but to un-tap the best price on a new car you need to master the art. Dr Sandi Mann, a specialist in social psychology is a respected expert in behaviour. Here she shows you how to analyse body language and overcome fears so you can approach negotiation with confidence.

;

About Sandi

Dr. Sandi Mann specialises in social psychology with a keen interest in business psychology.

A respected expert in behaviour, she can train clients to analyse body language, overcome fears and approach any situation with confidence.

She has authored many books, including Would I Lie To You: Deception detection in relationships at work and in life; Hiding What We Feel, Faking What We Don’t. She is also a regular contributor to the Huffington Post.

Her top ten tips will arm you with the power and confidence to do bartering battle.

;

How to negotiate

We’re a nation scared of negotiation, but to un-tap the best price on a new car you need to master the art. Dr Sandi Mann, a specialist in social psychology is a respected expert in behaviour. Here she shows you how to analyse body language and overcome fears so you can approach negotiation with confidence.

Top Ten Tips to haggle with confidence

1

Confident language

Avoid hesitant ("isn't it", "you know") and 'powerless' language (eg. tag questions like "don't you think?"). Instead use positives rather than negatives ("can you?" Instead of "can't you?") to get what you want.

2

Make friends

Engage the salesperson as an individual. Ask a few questions to disarm them and they'll be more likely to do you a good deal.

3

Good cop, bad cop

Shop with a friend. One of you can point out flaws to drive the bargain, while the other's enthusiasm will reassure the retailer you're interested.

4

Mirroring

People you mirror (through body stance, hand movements, etc.) subconsciously feel more empathy with you.

5

Don't over argue

If you offer too many reasons to explain what you want, your persuasive efforts may well backfire.

6

Take Time to Relax

Discussing the price of a new car with a dealer can be difficult, especially if it’s your first time haggling. Taking time to relax and clear your mind before the discussion is a great way to ensure you’re thinking clearly. Take a few deep breaths before entering and think over exactly what you need.

7

Be Prepared to Walk Away

Sometimes you won’t be able to get the deal you need from a seller. If they are truly unwilling to meet your terms, always be prepared to walk away from a deal. You may find the dealer calls you a day or two later with a better offer.

8

Keep Your Cards Close to your Chest

By not revealing your exact requirements or specifications for a car right away, you’ll get a better idea of what deals are on offer. If you are flexible on what car you want next, let the dealer rattle off as many deals as they like, then pursue one that suits you!

9

Make Plenty of Time

Buying a new car should be a carefully thought out process. Be sure to have plenty of time available on the day so you aren’t forced to make any big decisions quickly, ensuring you can strike the perfect deal.

10

The power of silence

If all else fails, be quiet - we all hate awkward silence and retailers included will do anything to avoid it!

Top Ten Tips to haggle with confidence

  • Confident language

     

    Avoid hesitant ("isn't it", "you know") and 'powerless' language (eg. tag questions like "don't you think?"). Instead use positives rather than negatives ("can you?" Instead of "can't you?") to get what you want.
  • Make friends

     

    Engage the salesperson as an individual. Ask a few questions to disarm them and they'll be more likely to do you a good deal.
  • Good cop, bad cop

     

    Shop with a friend. One of you can point out flaws to drive the bargain, while the other's enthusiasm will reassure the retailer you're interested.
  • Mirroring

     

    People you mirror (through body stance, hand movements, etc.) subconsciously feel more empathy with you.
  • Don't over argue

     

    If you offer too many reasons to explain what you want, your persuasive efforts may well backfire.
  • Take Time to Relax

     

    Discussing the price of a new car with a dealer can be difficult, especially if it’s your first time haggling. Taking time to relax and clear your mind before the discussion is a great way to ensure you’re thinking clearly. Take a few deep breaths before entering and think over exactly what you need.
  • Be Prepared to Walk Away

     

    Sometimes you won’t be able to get the deal you need from a seller. If they are truly unwilling to meet your terms, always be prepared to walk away from a deal. You may find the dealer calls you a day or two later with a better offer.
  • Keep Your Cards Close to your Chest

     

    By not revealing your exact requirements or specifications for a car right away, you’ll get a better idea of what deals are on offer. If you are flexible on what car you want next, let the dealer rattle off as many deals as they like, then pursue one that suits you!
  • Make Plenty of Time

     

    Buying a new car should be a carefully thought out process. Be sure to have plenty of time available on the day so you aren’t forced to make any big decisions quickly, ensuring you can strike the perfect deal.
  • The power of silence

     

    If all else fails, be quiet - we all hate awkward silence and retailers included will do anything to avoid it!

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