STOP! DON’T NEGOTIATE!
What? Don’t negotiate? How is that thinking like a negotiator?
There are times when it’s appropriate to not negotiate. This would be something you would consider during the “Prepare In Advance” phase of negotiation. Here are 3 examples of situations when you should consider not negotiating.
When I interviewed for a job once and was asked what salary I wanted. I said I didn’t care as long as it was a little more than what I was getting now. I could have negotiated for more but my motivation was a better work environment not money. I got the job and about an 8% salary increase from the job I had. I was happy with that and took it without any further discussion.
I went to Cancun Mexico recently for the WGC International Summit which is a week long conference combined with masters speaking on their expertise, adventure excursions and a give back community service project.
On one of the excursions there were of course several shops to purchase souvenirs. Also, at the hotel, there were several vendors that came in and set up tables with souvenirs on several of the days we were there.. You can see in the photo below the items I purchased. A hat, 2 backpacks and a bowl set.
I paid way too much for these items. Surely much more than they cost to make. Why did I do that? I am a negotiator right? Shouldn’t I have gotten a better deal? I did negotiate a little just because they are used to negotiating and I can’t not negotiate!
Why did I pay too much? I learned prior to arriving that this area had no other industry than tourism. They don’t manufacture anything or have any other way of supporting their families other than the tourist industry. They work hard for the little bit that they get. The guy that made the bowls hand painted them himself. I saw him painting some items at his booth so I knew he was the artist.
The other items I bought at the Tulum ruin site. There were dozens of shops all looking to sell to the tourists. They work all day in the heat just to sell a few items. It was roasting hot there over 90 degrees with over 85% humidity. I took a certain amount of money with me to “invest” with some of the shops in the area. I purposely decided to not negotiate too hard for these items in advance so they could have something to support their families.
Some people might say that I got taken advantage of. If you make a decision in advance like I did, you are simply doing another negotiation strategy. I prepared my strategy in advance and then got a few things to bring back and hopefully blessed some people in the process.
Sometimes, it is appropriate not to negotiate. Consider that as part of your preparation for any negotiation.