Negotiation

3. Buying at a Lower Price

It is almost always possible to pay less - if you are prepared to negotiate purposefully.

3.1 Never accept a first offer.

Even the seller may be unhappy - wondering if you would have paid more.

• Make a counter-offer.
• Your low opening bid will lower the seller's expectations.
• Even if he or she is very unhappy with your offer, you will get an idea of how far the seller is prepared to move.

3.2 Think what could change the price.

Even if the unit price appears to be fixed, try different approaches.

• 'How much for two?' 'How much for the whole box?'
• 'How much for the ex-demonstration model?' 'Can I have ten per cent off for this scratched one?'
• 'How big a discount for immediate payment? Or for collecting the machinery myself?'