When you Negotiate Check Your Perception

When you negotiate, do you make allowances forto help her with anything. I explained that I was
the manner in which you perceive things? If youjust trying to be polite. She asked me to sit down
know you're the type of person that possessesbeside her and we began to talk.
prejudices towards a particular situation, people, orTo cut to the chase, it turned out the woman
things, you should prepare to address thosewasn't homeless. She told me, she had been to
situations before they occur in a negotiation.several Mercedes dealerships, dressed in the
Not too long ago, I was sitting in a Mercedesmanner that led me and others to think she was
Dealership waiting for some minor repairs to behomeless. She said she dressed that way
completed on my car. While there, I observeddeliberately, to see the response she received.
what appeared to be a homeless woman in herShe leaned over and whispered, Thats the way I
late 50s, come in, sit down, and ask fornegotiate with the sales staff. If they don't think I
assistance from the sales staff, with the remotehave a lot of money, they will be easier on me.
for the TV. When she came in, she was pushing aShe was in the process of purchasing a 2007 SL
small cart that appeared to have a few personal550 Mercedes that carried a sticker price of
items in it. I thought here's a contrast.$102,705.00!
This poor deprived woman cast a impression thatBefore sitting down at the negotiation table,
was truly in contrast to the $60, $90, and $120assess the perceptions you have and how they
thousand dollars cars that were carefullymight influence the outcome of the negotiation.
positioned throughout the showroom. I wasWhile in the process of the negotiation, check
further amazed at the kind of professional andyour perceptions against reality, by validating
gentle treatment the staff displayed towards her.those perceptions. Make sure you're not assuming
I thought this should be interesting. Lets see howa position you hold to be valid simply because you
they get rid of her. I thought the staff wasare predisposed to what you think the outcome
humoring her so as not to create a scene ormay be. If you remember this simple guideline
alienate people that were perusing the showroom.throughout every negotiation session you're in,
For those of you that have attended myyou'll save yourself countless number of hardships
seminars, or have been following this series for... and everything will be right with the world.
some time, you know I pride myself on beingThe Negotiation Lessons Are...
very aware of any environment I'm in. I always- When you negotiate, never act upon
try to live for the future by living in the momentunsubstantiated assumptions. To do so could be
that I exist in. If that sounds like an oxymoron it'sat your own peril.
not.- If something appears out of place, don't assume
When the staff walked away from the homelessit should not be there,question it's validity.
lady, I went over to her and asked if I could helpRemember the clinch that says, don't judge a
her with anything. With a quizzical look on herbook by its cover.
face, she asked if I worked for the dealership and- When you negotiate, always treat people with
I replied, no. Then she asked why I would wantrespect, even if you think they're homeless.