Screw your courage to the sticking place
Frugal by nature, training and necessity, I lack a major
skill - the ability to look someone in the eye and offer a
lower price, or to say no to the first offer made, when
selling. The mere thought of so doing turns my bowels to
water.
But when,a couple of years ago, at the age of 70, it became
necessary to sell my 33 year old car and replace it with
something requiring less maintenance, I realised that I
needed some negotiating skills. Too late for the sale, but
the buyer looked as embarrassed as I, and the outcome was
not too unsatisfactory.
The Net proved a goldmine of information on the subjects of
both car buying and negotiation and, armed with that, a pair
of spectacles and a cap as psychological armour - and brown
boxers, just in case - I sallied forth to meet the demon
dealer.
It worked like a charm. In a forty minute negotiation I got
over 15% off the asking price, plus a set of car mats, mud
flaps and a tank of petrol, saving about £1000 in the
process. And the dealer even thanked me for brightening up
his day! "People who just sit and look at me with a hangdog
expression and hope I'm going to reduce the price are so
boring", he said.
Can't say I enjoyed it, or would ever do it again for small
purchases (just wait for sales, or stick to charity shops),
but the lesson is there for those who want to try. Take Lady
Macbeth's advice and :-
"Screw your courage to the sticking place,
And we'll not fail"
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