Haggling to get a better deal is becoming the new norm in Britain – but many of us still find it embarrassing, new research shows.
A study from Clydesdale Bank and Yorkshire Bank shows the majority of people in the UK will now negotiate when making major purchases, with 62 per cent negotiating over price when buying a home and a similar number, 61 per cent, haggling when purchasing a car.
Almost half of those surveyed (44 per cent) now expect to negotiate in their day-to-day life to ensure they are getting value for money.
A further 27 per cent admitted that they do haggle although they find that it can be difficult and uncomfortable.
Psychologist Dr Jane McCartney says haggling can be difficult for several reasons.
“We may worry that the other person will think badly of us – maybe think we are financially hard up or come from the type of background where haggling is a way of life.”
Previous negotiation attempts that ended badly or general embarrassment can also put people off haggling, she says.
“Some of the tricks used by sales people can seem quite obvious and are tried and tested. Things like ‘this offer is on for today only’ or ‘let me speak to my boss and see what special discount I can negotiate just for you.’ Flattery is another well used tactic, making the buying customer feel unique or extra special in some way.
“Also salespeople will want to enter into an exclusive, albeit temporary relationship with you, give you their undivided attention.
“An often-used trick is to have a colleague try to interrupt them when they are in the middle of negotiations with you only to be dismissed, because you, not your purchasing money, are the centre of their attention.”
Dr Jane McCartney’s Top Tips:
To make things easier for yourself when you do have a situation where you know you need to negotiate over a price, have a few rules in place first.
- Always set the amount you are prepared to pay, and stick to it. Stand your ground both with the other party and yourself.
- If you know that there is a possibility of caving in, make sure you have an exit strategy right from the start, before you sit down announce that you have another appointment at a specific time. And then, if things are going OK you can always pop off to make a quick fictitious phone call to delay the upcoming appointment.
- When it comes to the money for the purchase make sure you never give them your maximum amount, ideally you want them to discuss money first so you know what the ball park figure is from them. Of course that’s what they’ll be wanting you to do first to find your maximum spend, so resist.
- Finally stay in control, if you feel that the salesperson is getting the upper hand, walk away, you can always come back and start again, don’t be bullied, no matter how subtle it may seem.
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