Is Everything Negotiable?

By James A. Baker
Founder
Baker Communications

“Everything is negotiable.”
We have all heard this so many times that we probably don’t stop to think about it anymore. It might be worthwhile to take a moment to really consider that statement: “everything is negotiable.” Is that true? Is everything really negotiable? And if so, what does that mean for us?

When Can You Negotiate?
In some cultures, it is considered normal to haggle over everything - prices at the market are considered a starting point for negotiations, not a number that’s set in stone. This is a foreign to the way people in our culture think, which is one of the reasons American tourists have a reputation for being easy to fleece. We tend to take things at face value and pay the stated price, even if it’s much more than the vendor would actually be willing to accept.

Even those of us who would haggle overseas usually don’t think about doing it at home. Since it isn’t a part of our regular mindset that “everything is negotiable” it never occurs to us that we might be able to get a better deal.

It’s actually surprisingly easy, in many cases, to negotiate a better deal, but the trick is that you have to ask! When you go to the checkout counter with a garment that has a snag or a package that has been opened and reclosed, very seldom will the cashier offer to knock the cost down for you. However, if you point out the issue and ask for a discount, you may be surprised at how often you will get it. Just remember: you can’t get what you don’t ask for.

Negotiating terms in a new job is one place where it can really pay off to get creative. Don’t just negotiate your pay rate - try to get the hours you want. Negotiate about flex time, vacation, insurance, parking, the type of work you will do, even how and when you will expect raises or promotions. You are likely to end up with a much better situation than if you simply accept what the company offers.

In your career, the ability to negotiate can be invaluable. Try negotiating for a better compensation package at your current job. Ask for a promotion, a more flexible work schedule, better insurance, or higher-status assignments.

You can often cut a deal when purchasing or renting if the only available offering has more than you actually want. If you’re buying a car and the only model on the lot has a skylight and you don’t really want or need a skylight, don’t pay extra for it. If you are renting equipment by the hour and you only need it for an hour and a half, negotiate to pay only for the time you are using rather than the full two hours. If you are renting a two-bed, two-bath apartment but aren’t interested in having the second bathroom, try negotiating for a lower monthly rental rate, or to have the application fee waived.

How Should You Negotiate?
If you are polite and personable, you will find that you can negotiate in many situations and get what you want just by asking. A discount, a better seat on an airplane, something extra thrown in for free - just ask nicely and see what happens.

Approach is everything - a polite or funny request is more likely to be well-received in many situations than a demand. If you can point out the benefit to the other party, it may also be helpful. A vendor is trying to make a sale and please customers, and sometimes that’s all it takes to motivate them to accommodate your request.

The Negotiation Mindset
Try to adopt the negotiation mindset: “everything is negotiable.” Instead of seeing a price tag as set in stone, try thinking of it as a first offer in a negotiation. You must also work to overcome your reluctance to challenge the status quo and your fear of rejection.

Make it a habit to ask for a better deal every time you have the opportunity. You won’t always get what you ask for, but you will be surprised at how often you do. Remember that the worst thing that can happen is that they say no - and even if they refuse initially, you may still be able to negotiate! Adopt the negotiation mindset and start getting more of what you want out of life - you can discover for yourself whether everything is really negotiable.

Baker Communications offers leading edge Negotiation Training solutions that will help you address the goals and achieve the solutions addressed in this article. For more information about how your organization can achieve immediate and lasting behavior change that leads to bigger wins during negotiations in any setting, click here.

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