When you're making a purchase, are you afraid to ask for a lower price? When you're selling something, are you afraid to ask for a higher price? If you find yourself in either situation, you're not alone. Many people are afraid to ask for a lower price when they're making a purchase, or ask for a higher price when selling an item. There is a psychology involved in both situations.

Most people flinch from situations that require them to negotiate. They do not want to appear to be cheap. Many people will say they feel cheesy and some will go as far as to say, they get knots in their stomach when they have to negotiate. It doesn't have to be that way. Negotiations should be viewed as an opportunity to save or earn more money. Make a game of it. Thats right. I said, make a game of it. As children, we loved playing games and we were not inhibited by our emotional feelings.

If you're afraid to negotiate for anything that has value to you, act like youre playing a game. The game is to see just how good of a deal you can get. After all, nothing ventured, is nothing gained. If you don't ask for something, you'll get exactly what you ask for nothing. Whats the worse that can happen? You ask for a price reduction, if you're the buyer or a price increase if youre the seller. The other party either says yes or no. If they say no, you're no worse off than you were before you asked the question of a price increase or decrease. In a best case scenario, you might be surprised and rewarded by receiving what you ask for. Isn't that a pleasant thought?

The next time youre in a situation that offers the opportunity to ask for a lower or higher price, just try asking, can you do better than that? Then, dont say anything until you receive a reply from the other person. Try it, you just might like it. Remember, youre just playing a game.

Greg Williams - The Master Negotiator



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