A 3 year old interview of a British chef by Sathnam Sanghera led me to his meditations on the world of work (Times Online UK).
In You don’t get rich by paying what they ask he draws on his childhood experience as the son of Punjabi immigrants to reflect on what makes a good negotiator.
Here are his 4 cardinal rules:
Ham it up
Call it the price tango.
At this stage he suggests "the
key thing to remember through the procedure is to maximise the drama: avoid
eye contact when entering the shop; try not to show too much initial
interest in an item; express astonishment at the first price".
Negotiate for as long as you can
He disagrees with travel advice on bartering with locals. He thinks "You can
exhaust people into a bargain. And it helps if you are dressed slightly
eccentrically as you go on and on. It’s amazing the deals people are
prepared to offer simply to get a wildly gesticulating Sikh woman in a
salwar kameez out of a store".
Do not pick your battles
Be ready to haggle over everything, nothing is too small to be bargained for: "Anyone who thinks such behaviour is cheap should remember
that researchers have found that high earners are far more likely to barter
when shopping than modestly paid workers".
Use a child as an intermediary
He quotes Michael Donaldson remark in his book Fearless
Negotiating on children being the best negotiators: “They state clearly
what they need and want, speak with a genuine voice and they are
persistent.”
Some of his tips might make you squirm but he does make you think.
I think it all starts with learning to say no or walking away from a deal, an agreement that you don't like.
Have you mastered theses skills?
Do you send an emissary?
The end, Monday Work Etiquette #15
Last Week, On Clear Writing: With 'Dark Angels' help, show Management Speak the Door
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