77 Best Practices in Negotiation by Dr. Gary S. Goodman

Author:Dr. Gary S. Goodman
Language: eng
Format: epub
Publisher: G&D Media
Published: 2020-07-14T16:00:00+00:00

Best Practice 33

Don’t Be Impulsive

I accompanied a relative to a car dealership yesterday after having briefed her thoroughly on our purchasing strategy.

Correction: It was more of a nonpurchasing strategy, because one of the fundamental planks of our negotiation platform was this agreement: “No matter what, you are not going to drive out of the lot with a car—not today, right?”

The idea of not buying during the first visit involves psychology on both sides of the bargaining table.

1. It is a prophylaxis against our tendency to get too excited and immediately buy something other than the best vehicle at less than favorable terms.

2. It proves to the dealer that we’re serious about getting the best possible deal, and we have the willpower and smarts to walk away and hit the reset button. This means he is going to compete for the business if he wants to get it.

“No problem,” my comrade-in-arms concurred. This visit was exploratory, preliminary, and for show.

All of that got thrown out the window.

She was steered to a car that she test-drove and which seemed suitable. It was an upgrade from her last ride, which had been totaled in a crash precipitated by a red-light runner.

The salesperson started high, saying the car was worth $18,500, but she’d give it away at $16,000, making only a $200 profit. To her credit, my colleague said she’d think it over, but it was clear to the seller that buying mania had started to take over. This is the voice inside that says: “I have found exactly what I want, and I must have it now, and she says it’s a really good deal, so nothing is going to stop me!”

Slow down … please!

1. There are millions of unsold cars in the United States right now. It only stands to reason that hundreds if not many thousands of them would be just as “perfect.”

2. You want it now, because it is a change, a reward, and it represents an end to this very uncomfortable process of acquiring a new set of wheels.

3. Nothing says you must have this car except you. Somehow you have made it to this moment in your life without this transporter, and you can make it another few days or a week, which is what it will take to get a better deal.

4. Of course the dealer is going to say it is a good deal! They are masters at putting numbers in front of people while seeming to dramatically discount them.

5. The fear of missing out is propelling you, and if you can’t put the brakes on your own impulsiveness, you are out of control. You’ll sign anything on any terms to get what you have now rationalized you deserve.

I intervened.

Like an expert car appraiser, I checked out the windshield of the car. There were pits in the line of vision, indicating the windshield should be replaced. The dealer cost is $150–$200.

The paint was pitted on the leading edge of the hood, but instead of repainting the entire hood, the dealer touched up the surface, leaving perceptible bumps and dots.

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