Smart SpendingSmart Spending

The simplest way to save on everything

The way to get the best deal on anything from dry cleaning to a new car is to employ the same technique humans have used since they learned to communicate.

By Stacy Johnson Apr 18, 2012 1:15PM

This post comes from Brandon Ballenger at partner site Money Talks News.

Money Talks News on MSN MoneyThese days many people rely on technology to save money. They go online for Groupon offers, they print coupons, they scan deals pages and they subscribe to Twitter feeds.  

But lost in the technology shuffle is an even simpler way to save. It's the technique human beings have been using since they developed the ability to employ language: Ask for a better deal.

Granted, we often haggle when shopping for big-ticket items like cars or houses. But there's no reason you shouldn't try it with less-expensive items. It can work when you buy furniture or even stay at a hotel. In fact, a national Consumer Reports survey found that Americans who ask for a discount get it up to 83% of the time.

In the video below, Stacy Johnson shows you the right way to ask for savings, including how he knocked $90 off his cable bill in a 13-minute phone call. Check it out, and read on for tips to becoming a better negotiator.

How do you know if you can haggle for something? There's only one way to find out, and the worst that can happen is a "no." If you want to boost your odds, try these tips:
1. Do your homework. It's easier to bargain for a deal (and recognize if you’re really getting one) when you understand the numbers. Before you go shopping, research prices and competitors. Check on store policies to see if a business matches prices, and under what conditions. And while this obviously applies to big purchases like appliances, don't stop there. If the dry cleaner down the street is charging $1 for shirts, why should you pay $1.25 at yours?

2. Don't be afraid to walk away. Your biggest bargaining chip is the fact that your business isn't guaranteed. If sellers are convinced you're going to buy (or continue buying) from them regardless, you're at their mercy. They should be at yours. Not getting the price you want? Say you're going to see if the next competitor down the list can do better. If they don't care, neither will you -- because you'll mean it.

The person with the power is the one who doesn't care if the deal gets done.

3. Ask the right person. Not everybody has the authority to negotiate, so seek out the decision maker. Customer service, billing matters and cancellations are often handled by different people, especially on the phone. In a store, the salespeople might not have the authority to negotiate. Ask. If they don't, speak to a manager. In fact, any time someone can't or won't help you with any purchase or problem, don’t be afraid to say, "OK. Now I understand you can't help me. May I please speak with someone who can?"

4. Time it right. One trick to negotiating is understanding the other person's business. For instance, at certain times of the year, clothing stores are eager to get rid of seasonal merchandise. Car dealers might be pushing to meet an end-of-month quota. And every salesperson is more attentive when business is slow. New Year's Eve is traditionally one of the best times to shop for a car  -- it's the end of the month, the end of the year and there are no customers in the showroom.

In short, try to buy when others aren't and when stores need to either clear inventory or make a quota.

5. Pay with paper instead of plastic. Businesses can pay up to 3% in transaction costs by accepting credit cards. If you're paying cash, you deserve to take at least that much off the purchase price.
6. Don't fear awkwardness. If you have little experience haggling, don't sell yourself short just because it feels weird. You're not being a cheapskate, and the other party isn't going to hate you. Don't get flustered by a momentary silence, and don't be afraid to pause and think. In fact, silence can be a bargaining tool. According to Stacy, who was in securities sales for 10 years, "In any negotiation, make an offer, then shut up. Wait 10 minutes in silence if you have to. Because more often than not, the next person to speak loses."

7. Be friendly. Being aggressive works only when you're in the superior position. If you lack power -- which you do when trying to negotiate something like a discounted hotel room -- play nice. Rude customers are the rule for most people in customer service. Be the exception. Smile, be patient, make a joke. Nobody wants to help a jerk, but everyone wants to do a favor for a friend.

That being said, it's important to be real. You don't have to be Donald Trump or Mr. Rogers to get a deal -- just be yourself. Use the person's name as often as possible, look him or her in the eye, and treat people as you like being treated.

8. Be firm. Being nice doesn’t mean rolling over. If you're a steady customer, don't be shy about pointing that out. Your loyalty should be worth something. And if not, your future business definitely is.

9. Be persistent. Stacy's rule: Ask three times. "When I go into a hotel, I ask for a discount. If they say no, I say, 'Are you sure there's not some special rate you can give me?' If they still say no, then I use my fallback. I smile big and say, 'Well, you can at least give me the Elvis suite for the same price, right?'" They invariably laugh, and almost invariably give me the best deal they possibly can.

10. Go for extras. If the price is nonnegotiable, don't give up. There are other ways to sweeten a deal -- like a free upgrade, accessories, a future discount, free shipping, free delivery or free installation. Sometimes, businesses are already prepared to offer these concessions -- because they're cheaper than dropping the price but still make customers happy.

Bottom line? Like conversation, negotiation is an art that cries out to be practiced. It's not just acceptable, it's fun. It often results in lively banter and nearly as often a better deal. That's why it's one of the 10 golden rules of saving on everything.

More from Money Talks News and MSN Money:


Jun 30, 2012 8:18AM
Seriously? Just ask? Yeah lets turn our market into a third-world country where we barter over everything. As a vendor and store owner I can't negotiate with the electrical company. My rent is fixed on a take it or leave it basis. My insurance costs never seem to go down. My employees will not let me reduce their check this week, I wonder why? Oh, and the big one, I've asked the oil companies not to charge so much for gas so I don't have to charge so much for deliveries but for some reason, they don't care. Yeah I want customers to come in and ask that I not charge a fair price for my services, lets all sit around and negotiate the f___ing day away! What a worthless article. If you don't want to pay a certain amount for something, don't insult the small businessowner by trying to negotiate with them, walk away and buy it somewhere else.
Apr 28, 2012 3:00PM
could not stop the the constant videos.  I wanted to learn about MY subject.  Good info but bombarded with non-stop videos
Jun 7, 2012 10:54AM
agree with the videos being a nuisance.  Used to be you could skip them by just not clicking.  Now I can't figure out how to stop it, and I have to go to the trouble of muting my system, then un-muting for what I want.  I may have to find some other source of information.  It's driving me nuts!
Apr 29, 2012 5:18PM
thanks for the info very interesting concept.I might agree will use this info then make that decision 
Please help us to maintain a healthy and vibrant community by reporting any illegal or inappropriate behavior. If you believe a message violates theCode of Conductplease use this form to notify the moderators. They will investigate your report and take appropriate action. If necessary, they report all illegal activity to the proper authorities.
100 character limit
Are you sure you want to delete this comment?


Copyright © 2014 Microsoft. All rights reserved.

Fundamental company data and historical chart data provided by Morningstar Inc. Real-time index quotes and delayed quotes supplied by Morningstar Inc. Quotes delayed by up to 15 minutes, except where indicated otherwise. Fund summary, fund performance and dividend data provided by Morningstar Inc. Analyst recommendations provided by Zacks Investment Research. StockScouter data provided by Verus Analytics. IPO data provided by Hoover's Inc. Index membership data provided by Morningstar Inc.


Smart Spending brings you the best money-saving tips from MSN Money and the rest of the Web. Join the conversation on Facebook and follow us on Twitter.