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Negotiating used to intimidate me to no end. I'd stutter, lose my words, blush, and periodically melt into a puddle of self-deprecating goo. I'd look at my future fiance and say, "You talk." It took baby steps and several years of practice, but starting small, I began to conquer the fear and, eventually, came to enjoy the art. I'm now proud to say I take the helm in almost all of our negotiations - wedding or otherwise.
In my research, I've noticed that
many bridal guides encourage negotiation, but few offer solid
suggestions on how to best approach the game. I want you brides to feel
empowered to fight for what you want, so today I want to share some of
my best tricks for handling the mighty task of haggling.
The key principle I
operate upon in many life situations, is one my parents taught me
growing up: It never hurts to ask. The worst they could say is no,
right? But they could surprise you with a yes... and wouldn't you
rather be sure, than miss an opportunity due to shyness? This is the
hallmark of my approach to negotiation.
If above is the entree
to a negotiation, it is crucial to have a good side dish: Be nice. It
will make or break your deal. People like to help nice people. They may
not reciprocate. They might even act like you'll be lucky if they deign
to accept your booking, but don't be distracted by their style. Always
keep cool, positive and strong.
The best way to get comfortable with speaking on their level is to know your product or service inside and out. Research which companies to target and evaluate which are most likely to be a good negotiation candidate for your situation. Key things to consider:
- What's
your wedding date? Are they in high demand during that season/on that
day of the week? Or are you in off season/on an off day? Are you
flexible on the date?
- Are they a promising new
company, talented small business, or an industry star? Do they need to
build a portfolio, or can they afford to be picky?
- What
reviews can you find about the customer service and employees? What's
your experience with them (ie: response time, friendliness)?
- What
similar companies are out there, and what are their prices? Try to seek
out any specials or discount offers you can find, from all competing
vendors in your area.
Now, come here.... Come closer! I'm about to share my best "big guns" secret, but this is just between us, okay? Barter. Whenever possible, offer something in exchange for a discount. Play to
your strengths. What can you do well for them? Anything from cleaning
their office/studio to offering a trade of service like marketing or
graphic design might work, depending on the company. Try and identify
any needs they have, and politely offer some "free" assistance in
exchange for a discount or full trade. I use this method to finance my
dream wedding dress, by doing invoicing and fabric cutting for the
designer in my spare time. I'm living proof - it can happen!
So,
start small... but be brave. After all, the worst they can say is no,
right? Trust me ladies, if you approach with preparation, openness, and
confidence on your side - you can be one bad-ass negotiator - and experience the empowerment of getting what you want at a price you can afford.
