25 Mar 2015

I’m not normally a jewelry person. Despite having a large collection of Malaysian fashion pieces, I don’t wear much of it. Yet last summer, while walking through a shop in Key West with Ralph, I saw something I loved - an art deco seahorse. Simple, streamlined, seahorse. I saw it from the window and immediately knew it should be mine. But as a beachtown resident myself, I knew - prices in places like this are always negotiable. 

As the search for a shop keeper commenced, I roped Ralph into my negotiation plan. He immediately took over. Aside from sexy, the following maneuver opened my eyes to a negotiation strategy I could never pull off. Ralph marched right up to the store official - right up, like really close - towers over him and says:

“Can I get it for $40?”

The guy had no idea what to do; I had never seen such a negotiation strategy before. He straight up intimidated the bloke. Having about eight inches on the other guy, Ralph used height and manly authority to demand a price that would have taken me hours of smiley blonde giggle to achieve. Dazzled, I began to think about negotiation styles. 

When it comes to negotiation, is it better to be blunt or bedazzling? How much does negotiation style play into deal success? Can you really achieve the same goal taking different routes?

I’d like to think so. And not just because I actively choose to believe that I could have swindled a similar price. I currently maintain the position that multiple styles must work; otherwise what are we doing, right? Even without a height advantage, we manage to secure solid price stances in our own sales all the time. 

So next week, put your best foot forward. Whether you’re literally putting your foot down or choosing a more subtle negotiation style, commit. When you know where you stand, you can keep your footing and are much more likely to close successfully. 

Erin Wilson

I find great amusement in everyday absurdities and am constantly surprised by how my bar-ventures, my travels, and even my food-qusitions relate to the shenanigans that is software sales. I am grateful for the opportunity to leverage the Sapient Salesman as an outlet to share with you my follies, and I hope you can enjoy the schadenfreude.

Website: ebullienterin.com/
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Erin Wilson is the author and publisher of the Sapient Salesman

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