The following is a guest post by James Clear from Passive Panda.
I have developed a simple system to successfully negotiate for things that money can't buy.
With a little creativity, you can use this 5-step process to gain access to all sorts of amazing experiences and events without paying a dime. Even better, you don't need to utilize complex negotiation tactics to get the desired results.
You will find the 5 steps below. To better describe the strategy, I offer a personal story as an example of the ideas in practice.
The set up: I had previously heard about a zoo in our area offering behind-the-scenes tours to schools for educational purposes. I wasn't sure if they would go for it, but I really wanted to schedule a personal tour for my girlfriend and I.
1. Smile. The way you enter a room can dictate how you will be treated for the rest of the time. Keep your head high and show some teeth when you enter. Moreover, smiling actually increases the flow of positive chemicals to your brain, which will help you exude a positive and trustworthy demeanor.
The idea in practice: I had to call the zookeeper over the phone, so I didn't have the luxury of a smile. However, a warm, "Good Morning. How are you?" will do just fine. It's always a good idea to start on a positive note, no matter how small.
2. Turn it into a cooperative discussion. Hollywood likes to portray negotiations as hard-fisted, never-say-die arguments. In reality, the most successful negotiators simply hold conversations. A perfect negotiation would end with the other party being happy to give you what you want.
The idea in practice: Our conversation started with the following exchange.
"Hi, I'm calling for two reasons. I just want some general information about what it is you do and the types of animals that you have on site. Also, if it's a good fit, I would like to talk about setting up a tour."
"We aren't offering any tours until April."
[April was 5 months away.]
"That's totally fine. Can you help me get a better idea of your zoo and the types of animals you have?"
Right from the start, I was told that what I wanted was not available. However, instead of attacking that issue head on or pressuring them about their policies, I transitioned to something we could talk about together. This allowed me to speak with the zookeeper for 10 minutes about the zoo, their animals, and his background. It was a great way to build rapport and develop a positive relationship with him.
3. Inquire about alternative options. The world is a good place and people want to help you. But just like you, they are busy. Their focus is on doing their job, so it's rare that someone will go out of their way to find solutions for you because they have their own problems that need solving.
This is why asking about other options often works well. There is almost always more than one way to solve a problem. However, most people simply default to the standard option so that they can get their work done.
The idea in practice: After we had talked for awhile, I asked about their tours again. Turns out, there is only one option: educational tours for schools. Not the answer I was hoping for, but at least I knew what they were offering.
4. Just ask for what you want. If you have set things up well with a pleasant conversation, then stop talking so much and just ask for what you want. Don’t bother with backing your way into a suggestion. The other party will rarely give the answer you are looking for unless you ask the question first.
The idea in practice:
"Well, thank you for the information. This talk has really been informative. I want to be respectful of your policies, but I do have one question. My girlfriend loves animals and I was hoping we could stop by and you could take the two of us on a tour. It could be short, maybe an hour or so."
[pause]
"I tell you what. If you stop in here sometime next week, I could do that for you."
"Wow. That would be great. And if it's possible for us to feed the White Tiger, I'm sure she would love that."
"We can do that. I'll take you around through the Big Cat house and you can toss him some chicken."
Essentially, my request fit none of their typical criteria, but I was still able to get what I wanted because I developed a positive conversation and I asked for what I wanted. Originally, it didn't seem like there were any alternative options, but we still found a way to make it work.
5. Get it in writing. If you are negotiating for something at a later date, then make it easy on yourself and get proof of your victory. There is no reason to negotiate everything all over again.
The idea in practice: I asked the zookeeper to add us to his calendar for the next week. As he was recording my contact information, I wrote down his.
Give it a try. As you can see from my example, you don't need each step to work out perfectly to end up with the desired result.
Spend some time trying these tactics out and I'm sure you will find all sorts of ways to save money and enjoy amazing experiences you otherwise couldn’t buy.
As we often say in the South, you get far more flies with honey than with vinegar - nice post!
Posted by: Sandi | January 10, 2011 at 07:58 AM
This is a great list. I think the thing that works the best for me is the first tip- smile. People are so much more willing to work with you if you approach them in a positive way. I talk to everyone, be it the person at the drive thru or the salesman at the dealership. If you treat people like they are actually human beings, it is amazing how you can work things out. Plus, it is just the right thing to do.
Posted by: Everyday Tips | January 10, 2011 at 08:07 AM
Sandi- Thanks! I'm glad you enjoyed it.
Everyday Tips - Thank You. "If you treat people like they are actually human beings, it is amazing how you can work things out." I couldn't agree more.
Posted by: James Clear | January 10, 2011 at 10:18 AM
Negotiating is mostly a psychological skill like selling and buying. I'm fond of doing item #3. Asking for alternative options always pays off.
Posted by: Dan W. | January 12, 2011 at 12:06 AM