One more negotiation article, since the last two were so very popular among you guys. Check the end of the email if you want to learn more, I’m working something up for those of you who want to master this stuff!
My colleague Johnny had bought hard drives for several hundred dollars, unpacked all of them, and promptly thrown away both the packages and the receipts.
Then he discovered that they were the wrong type and wouldn’t work with the camera equipment we were supposed to use to film a week-long workshop.
“Can you go get them exchanged?” He asked me, since he had to start teaching in a few minutes.
“Sure,” I said.
“They’ll never take those back!” One of the students objected, “you don’t have the receipts OR the packaging.”
“Perhaps,” Johnny said, “but you’d be surprised what you can do with the stuff we’re going to teach you this week.”
The student and his friend decided to come with me to get a live demonstration of the communication skills Johnny was referring to.
When we got to the store I went over to the service desk. The employee that called me over was a young guy who seemed a little bored and not exactly like a model employee.
“I have a problem,” I said, “that I’m really hoping you can help me solve.” My goal was to make him feel like he was the expert, the authority, the one with the power.
He looked curious and asked, “what’s up?”
“My boss,” I said – technically not lying since the workshop was Johnny’s and I was working for him this week, “fucked up. He bought all these hard drives, and then managed to throw out the packaging AND receipts.”
“We really can’t ..” he started.
“I’m gonna be in trouble if I can’t solve this,” I continued – also technically not lying since the trouble would be either a financial loss for the workshop, or not getting the footage we needed. My goal here was to try to get him to relate to me. As I mentioned, he didn’t look like a model employee.
I continued: “Is there anything you can do? What would you do, if you were in my shoes right now?” This was meant to do two things. 1. Prompt him to think outside the box, to think of anything that could be done. And 2. Help him identify with me, as I was sure he would bend the rules to get himself out of trouble – but not necessarily for some random customer.
“Well..” He said, and I knew I had a shot, “I guess the serial numbers will be in our database. But that’s really not how we’re supposed to do it.”
Then, disaster almost struck. His manager, who had been watching from a distance, started walking over. I noticed and gave a little nod as if inviting her to us – it’s better to jump ahead of a problem than run away from it.
When she got close, she asked, “how’s it going over here?”
The kid behind the desk suddenly went quiet. Lucky for me I had gotten the information I needed. I smiled at the manager and said:
“Mark (the employees name) here was just helping me solve a major problem. I have a bunch of people waiting at a conference, these hard drives that my boss bought here earlier today are the wrong type, and my boss misplaced the receipts. If he can’t get them exchanged for the right ones, he’ll not be able to take care of his clients.”
The same story, but this time told from the perspective of my “boss”, a perspective the older manager I was now talking to would likely identify with more.
I went on before she could reply: “But I was thinking that you might be able to confirm that we bought these here via their serial numbers?” Mark breathed a sigh of relief that I didn’t get him in any trouble, and I went on again before the manager could reply. “Is that something you can do, or do I need to talk to someone else?” This time I issued a challenge – but with a smile and as a sincere question.
I was hoping both to make sure the manager knew that I knew there was a solution to this – and to make her want to affirm that she was the one that had the power to use it.
The manager looked at me for a few seconds. I went quiet, wanting her to fill the silence first.
She finally nodded, “yes.” She said, “I think we should be able to do that. But we can only give you store credit.”
“That would be amazing,” I said, wanting her to feel good for helping me, “and store credit is perfect, I’m going right back to shopping with you guys.” She smiled for the first time.
Mark stepped aside, and a couple of minutes later the manager had looked up all the serial numbers and issued me store credit for the hard drives we bought.
We bought the hard drives on sale, but she gave me a full price refund. So even after buying the correct and more expensive hard drives, we still had $50 of store credit left!
Now while I used baiting and silence in this situation, the most important thing I did was to make sure the counterpart identified with me – or my boss. Whoever was more like them.
By asking someone, directly or indirectly, to put themselves in your shoes at the same time as you prompt them to find a solution, the odds that they will work harder – and even bend the rules – to help you greatly increase.
As one of my current clients said so well in an email the other day: “It’s never wrong to ask, the worst you can get is a no, and that’s a small risk to take when you consider what you can get from taking the chance.”
And when you know just how to ask, that risk becomes even smaller.
So practice identifying what kind of person the people you’re dealing with is and to speak to them in their language. Your influence and negotiation skills will improve greatly!
The Negotiations Masterclass:
Ok, so here’s the deal:
I am considering putting together a negotiations masterclass. This will be a teaching class – not coaching. Which means I’ll teach several of you in the same group sessions, and then give you homework that I’ll give you personal feedback on.
By the end of the program, you’ll get a personal coaching session where we create a plan for what you’re going to work on and how you’re going to work on it to master the techniques most valuable to you.
I’m thinking it will be a 4-6 weeks long masterclass, followed by email and Facebook support indefinitely as you practice the techniques you use.
It will not be a free class, but I’m going to keep the price as low as I can – likely under $100. If you think this sounds interesting, send me an email and let me know and I’ll get back to you with more details when I have them.
Emailing does not mean I expect you to participate, it just lets me know that you want me to send you the info for the masterclass when it’s ready.