< Back to More Articles

Black Belt Negotiating For Mature Adults

By Michael Soon Lee, CRS, GRI

Everyone likes to make money but when you retire, cutting expenses is more important and can make a big difference in your lifestyle. One of the quickest ways to reduce costs is to negotiate more effectively. The problem is that we Baby Boomers never learned to bargain over anything except the very largest purchases like cars and houses. Did you know that you can save thousands of dollars a year negotiating everything from dinners to appliances and more?

Believe it or not, you can be a much more effective bargainer if you use some of the techniques that enable martial artists to defeat much stronger opponents such as power, leverage and timing. For instance, before a fighter ever gets into the ring with an opponent they want to spy on their opponent to find spot any tendencies and weaknesses. In negotiating, doing your homework is necessary if you want to get the best deal. Most restaurants offer a senior discount so find out what the minimum age is to qualify. In addition, many stores regularly offer frequent buyer discounts or memberships. For example: my plant store, hardware store, software shop, bookstore, office supply store, movie theater and others all offer ten to fifteen percent discounts off every purchase to thank me for my consistent patronage.

Most home repair services and contractors also offer a senior discount if you just ask. If you’re a regular customer you should be entitled to an even bigger price break – if you ask. In addition, you want to negotiate more than just small price reductions, especially on a major purchase. Everything is negotiable under the right circumstance so don’t forget to consider warranties, service contracts, upgrades and other aspects of the deal.

Before engaging in contest, a martial artist warms up by stretching. Likewise, a savvy negotiator warms up by building rapport and finding common ground with the other party, because people like to do business with people they like. Do you feel comfortable with the salesperson and are they honest and open? If not, go someplace else. Following your intuition is vital in this regard.

Martial artists are masters of using leverage and seasoned citizens can do the same. Form a buying group of friends and family so you can go in together to purchase groceries, pet food and more at a discount. Ask the stores you frequent what volume would be required to earn a price reduction or just shop at warehouse stores and break bulk items into smaller units.

Martial artists do not believe in win-win and neither should you. Even when sparring their best friend they want to come out on top. When bargaining for anything, fight for the best deal possible assuming that the other person will take care of themselves - because they will.

If you feel you’ve negotiated a good deal, don’t feel guilty. You have no idea what the other party’s bottom line was but if they accepted your offer it must also have meet their needs.

Martial artists cannot be afraid when they step into the ring with an opponent so don’t be afraid to ask for a discount. If you don’t ask the answer will always be “no” and yet, we are all afraid of rejection. Think about it. You walked into a store without a discount and after the rejection you are walking out without a discount. Exactly what did you lose besides a slightly bruised ego? Nothing, so start asking for discounts wherever you go. You’ve earned it!

ABOUT THE AUTHOR: Michael Soon Lee, MBA, is the author of the new book “Black Belt Negotiating” (AMACOM Books, 2007), a world class negotiator and martial artist. He has bargained on everything from major real estate purchases to discounts on gas for his car. Michael shows people how to use martial arts secrets to gain leverage in any bargaining situation. His website is www.SeminarsUnlimited.com and his phone number is: (800) 417-7325.

< Back to More Articles