The following article was prepared by Mike Taylor, C.P.M. for distribution to NAPM affiliate newsletters. 

Don't Be Afraid To Negotiate

Have you ever been in the position where you felt a little guilty about starting a negotiation? Did you ever decide to be a "nice- person" and not attempt to negotiate more favorable terms or pricing? WHY! WHY! WHY! Certainly I would feel a little remorse if I was dishonest about my intentions or if I misrepresented the facts in a situation. However, isn't it your job to be sure that you are getting the most favorable arrangements for your company? Do you think that the well trained, cigar smoking, expensive dressing salesperson doesn't know that? What about the companies sending out only the young and innocent salespeople with loads of kid pictures. Do you think that the sales manager didn't have a plan in mind?

You know and I know car salespersons will do everything in their power to get you to pay full (or better) price for the new car. However, the only ones you learn to hate are the salespeople who are dishonest or who do not give you the opportunity to develop a better deal. [Hi I'm honest Mike and I'm here to tell you that you can't find a better deal anywhere!]

As long as you are being fair and honest with the supplier, it doesn't hurt to ask. Explore the situation, examine the facts, review the pricing, ask questions and if you feel its justified, ask for some concessions. The worst that can happen is that the supplier will say ouch [ and mean it]. On the other hand, there could have been a few too many dollars in the original price. Perhaps there is a discount available that no-one has thought to include. Without asking you'll never know.


MLTWEB is assembled and maintained by Michael L. Taylor, C.P.M. 
Materials and articles prepared by Mike may be shared for purchasing education provided that this source is cited and no fee is charged. The rights for any other use are withheld.
Copyright;  Michael L. Taylor, C.P.M.
Last Updated: 11/26/2016