you can’t haggle with authenticity

 
 

One of my most pleasant, in fact, euphoric, car-buying experiences was at a dealership in Virginia. They had a "no haggle" policy.
"So let me get this straight," I said, leaning against the shiny Jetta. "THIS sticker price is THE price?"
"Uh huh," said Mr. Sales Guy.
"Can you throw in new tires?" I pressed.
"Nope, this is the price."
"You gonna hit me with some hidden costs?" I prodded.
"Nope, this is the price."
"Do you think I can get it it cheaper at the lot down the road?" I asked, eyebrow raised.
"Maybe, but probably not by much." he shrugged.
"I'll take it!"

And that was that. What suh-weet relief! The weekend before I was at a dealership where they did the "Just let me go talk to my manager," good cop/bad cop bullshit, and tried to keep me on the lot for as long as possible. I guess they thought I was substantially dumber than I looked, because they treated me like was a moron - not the kind of guys I want to give my money to.

A "DEAL" ISN'T THE SAME AS VALUE, SUCKAH
You'll never buy something from me that costs $495, because I know that you know that $495 is really $500. Yes, statistically speaking, the masses are suckers for the .95 cent price differentiator, but I'm not interested in the masses, I'm interested in the individuals that make up the masses. My book, Style Statement retails for $24.99. That price point is a battle that I lost with the publisher. $25 is so much more elegant and honest and space economical. Hell, sell it for $24 if you must, but please, don't make my stuff look like it's on sale. It's worth the extra nickle. Statistics be damned.

SINCERITY IS EFFICIENT
Flexibility is strength. But ultimately, the wear 'em down and round it down sham is just that - a sham. It's a lot of bullshit bravado that wastes precious time. This logic drives me nuts: Ask for $12,500 and go as low as $10,000. I get the "make everyone feel like they've won," concept, but how about the "let everyone know that you're honest, fair, and smart enough to know the value of what you're selling" concept? If you'll settle for $10,000 then ask for $10,000 firm and you won't even need to throw in your best poker face. I know my shoot-straight idealism wouldn't last a minute at a street market in Mumbai, but I mostly deal in the world of Craigslist and term sheets.

Sometimes negotiating is a necessity and a truly co-creative process. But too often we mindlessly buy into the the game playing (pun intended,) and it makes all the difference between honour and baseness. The game plays us as it seeps into our human interactions. The second guessing, the positioning, embellishment, the cleverness. Cleverness is an energy suck. Your value isn't an "O.B.O" proposition. And you get what you ask for...so be honest about it.

Imagine the thrill of straight up requests and haggle free sales. Imagine believing what you see and meaning what you say. With all that hassle-time freed up, we'd have time to actually get down to business.

join the convoposted 24 Feb 09 in: business + wealth articles   ·   tags:   ·   View Comments

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  • (i)
    Do you have some mind reading device over there? I'm so with you on this!

    This reminds me of a story. My parents were selling their house a long time ago, and in comes this guy who makes an offer. As it turns out, he was some kind of expert on negotiating prices, and he new what was the highest theoretical percentage to deduct from the asking price, so it would come across as a serious offer / start of negotiation. So, that was exactly the price he offered, not rounded off, a six-different-figures offer and some cents. My dad still says that was the weirdest selling process he ever went through, but in the end the guy paid a fair price. Most likely not the asking price, since that is also not custom in the housing market.
  • re: "Do you have some mind reading device over there?" yes, yes I do.
    great story!
  • Ugh, I'm with you on hating the .95 and .99 ending on prices. Just tonight I was watching some entertainment show about how you can get similar dresses to those worn by the stars at the Oscars for "less than $400!" while the price on the screen showed $398 or $388. Just call it what it is, $400!
  • yes! love this! i recently asked for an increased rate for some communications work that was being touted as simple copy writing. later, my buddies said, "you shoulda given them a higher rate, then they woulda lowered it, you countered, and gotten more in the end." yuck. I asked for what I thought it was worth and I got it. I'm happy, and I didn't have to fake anything.
  • Like jo martin above...I too am in the process of working on a business. Just this past weekend I had the same thoughts about pricing and heard from a number of people suggesting the whole $1.99 game versus $2! I was like, REALLY?!! And still thought...suck it...that's the way I'm doing things. But it was SOOOOO delightful to get this reassurance this morning! Hallelujah, Danielle! Thank you! :)
  • don't do it. say no to sleaze - it's all so 80's.
  • i approach craigslist the same way - if i'm selling, i sell for the lowest price i'll go, because i don't want to haggle or negotiate. most of the time it works, but sometimes people leave pissed off because they didn't get the thing for $90 when it was listed for $100.
  • Emily-Sarah
    Oh, yes! From the perspective of having to deal with cash-strapped/penny-pinching potential or actual clients at times, I agree that sometimes negotiating can be more of a collaboration (or "necessity"/authentic "We really want to do this but it's a tad over budget. Any wiggle room?" depending on the person/entity with which you're dealing), but often it is this damnable I'm-gonna-wear-you-down (or put fear in you) charade.

    As always, thanks for sharing truth -- and yourself!
  • jo martin
    I love it when the Goddess Serendipity appears in my life! Yesterday was beginning planning for a craft show I want to produce for myself and a couple friends. Decided at once and wihtout much thought: all the prices will be tax-included and a flat amount, $5.00 or $20.00 or whatever. Then wondered if I'm just too weird. Again.

    Now today -- this! Yes! I may be weird but I'm not alone and my idea will work!

    Thank you!
  • vive les weirdos.
  • No worries, Danielle! I won't be doing the whole .95/.99 thing because it just goes against what feels right to me. It's just nice to know others feel the same way after all the "persuasive suggestions" to do otherwise.
  • Love what you'ree saying about not pretending to offer a "deal". I have really resisted that myself and keep wondering if I am being foolhardy.
  • marty
    Thank you, its good to know that I am not the only other person who thinks haggling is stupid, give me the price you want, tell me what the car has for options and let me decide. As to the price, again right on, 19.95 is 20, because after taxes, that 20 dollar bill in my pocket needs some friends if I want to walk out with the mechandise.

    Oh it is so good to wake up to the White Hot Truth, thanks Danielle.
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