Lost art of haggling not so lost after all
10/14/2013 12:00 AM
10/12/2013 4:50 PM
Jeff Yeager likes to haggle. The Washington, D.C., author is something of a virtuoso at this lost art, with a deep playlist of tactics that he estimates saves him 10 percent to 15 percent a year on his spending.
“I try to negotiate on all sorts of things, every day,” Yeager says. “And the vast majority of the time, it’s a very positive interaction.”
Yeager, author of the recently published “How To Retire the Cheapskate Way,” is a bit of a renegade. According to a survey by the magazine Consumer Reports, only 48 percent of us have tried to negotiate a lower price in the past three years. That’s down from 61 percent in 2007.
But here’s a tip: When you do decide to haggle, it can be a spectacularly successful strategy. According to Consumer Reports, almost 90 percent of those who took a stab at it got positive results and saved some cash.
So how do negotiation ninjas like Yeager get past this cultural norm –the idea that prices are set in stone – and secure fabulous deals where others cannot? We talked to a few experts and got these pointers:• Have an escalation script handy. When negotiating, there’s nothing wrong with having a playbook in front of you. In his book, Ramit Sethi, a personal finance expert and author of “I Will Teach You To Be Rich,” supplies word-for-word scripts for dealing with reps from banks, telecom providers or credit-card companies.
“If you’re asking about an overdraft fee and they won’t waive it, just go to the escalation script,” says Sethi. “You could say something like, ‘Boy, I’ve been a customer since 2006, and I’d hate to leave because of a $20 fee.’ Right there, you have a 70 percent chance of getting it waived.”• Know who has the power. There’s no point in trying to negotiate with someone who doesn’t have the authority to cut you a deal. That’s why a traditional bargaining tactic is to go higher up the corporate food chain, to a supervisor or manager, when seeking a discount.
One caveat: Don’t assume your first contact has no power. “I’ve noticed that more and more major retailers have been empowering their front-line employees, to keep you happy and cut you a better deal,” Yeager said. “It’s a tough economy, and they want the business.”• Get the timing right. Take a moment to think about when you’re trying to strike a bargain. Is it on a Monday, when customer-service reps have no real incentive to wrap things up? Or is it at the end of the week, when they’re trying to clear everything off their desks?
The same principle applies to the time of month. Is it at the beginning, when salespeople still have plenty of time to meet their sales quotas? Or at the end, when they need to make deals.
Indeed, some hagglers drill down even further. “I believe the best day to negotiate anything, from an insurance claim to a salary raise, is the Friday before a three-day long weekend,” said Yeager, who signs all his publishing contracts on Fridays. “Think about it. The last thing people want to do is spoil their own weekend, by leaving stuff unresolved.”• Do your due diligence. Asking for a deal is all well and good. But if you have some ammunition to back you up, even better. That’s because “80 percent of the work is done before you even step in the room,” said Sethi.
That can come in handy when asking for a raise. Researching average salaries for your position can be done with a few mouse clicks at sites like Salary.com or PayScale.com.
“The very first thing is to do is your homework,” said Vancouver, British Columbia, newspaper columnist Laila Yuile. “You research a store’s prices, then their competitor’s prices and finally the store policies to see if they match and under what conditions.”• Buy seasonally. Yeager once got $1,100 worth of perennial plants for $11. “Merchants just want to be rid of that stuff. So I backed up my pickup truck, said I’d take it off their hands right away and got it for next to nothing.”
Same goes with other merchandise. New car models starting to arrive on the lot? Dealers don’t want last year’s leftovers taking up valuable space. Appliance floor model been hanging around the showroom too long? Time to swoop in for a deal.• Be ready to walk away. If you absolutely have to buy something, the vendor retains all the negotiating leverage.
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