[ CHEERS AND APPLAUSE ] >>> DID YOU EVER HEAR THE THING
THAT IF YOU BOUGHT EVERY GIFT
FROM THE 12 DAYS OF CHRISTMAS,
LIKE THREE FRENCH HENS -- THATS TOUGH TO SAY.ENCH HENS -- THATS
TOUGH TO SAY. THREE FRENCH HENS.
ALL OF IT WOULD COST LIKE 30,000
BUCKS.
MY NEXT GUEST YOU CAN GET IT CHEAPER.GUEST YOU CAN GET IT
CHEAPER. TO NEGOTIATE THE HOLIDAYS,
WELCOME EDITOR JEAN CHATZKY.
NEGOTIATION IS STRESSFUL.
RAISE YOUR HAND IF YOU FEEL THAT
WAY.
WAY.
NEGOTIATING OVER PRICE IS
STRESSFUL.
I WOULD RATHER PAY MORE AND
AVOID THE STRESS. >> WE DONT WANT YOU TO DO THAT.
>> WHAT IS THE FIRST THING YOU
NEED TO KNOW.
>> YOU HAVE THE REMEMBER, THAT RETAILERS ARE EXPECTING YOU TO
NEGOTIATE THESE DAYS.
>> THEY ARE?
>> THEY ARE. >> LIKE BEST BUY?
>> YES.
>> YES.
LIKE YOUR BOSS ASKING FOR A
RAISE.
THEY EXPECT YOU TO ASK FOR IT.
YOU NEED TO DO IT IN A NICE WAY. YOU NEED TO BE RESPECTFUL.E WAY.
YOU NEED TO BE RESPECTFUL. A SMILE ALWAYS HELPS.
BUT THEY DONT WANT YOU WALKING
OUT OF THAT STORE WITHOUT MAKING
A PASSENGER SIDE.URCHASE.
>> YOU TELL ME, IF I GO TO
KOHLS OR BEST BUY, PUT THE
ITEMS IN THE CART AND PAID FULL
PRICE FOR THEM, IM A SUCKER.
>> PRETTY MUCH.
NOT YOU.
YOU MAY NOT GET IT EVERY, SINGLE TIME.AY NOT GET IT EVERY, SINGLE
TIME.
BUT IF YOU DONT ASK, THE ANSWER IS ALWAYS NO.NT ASK, THE ANSWER
IS ALWAYS NO.
>> HOW DO YOU START THAT? >> YOU START BY SAYING MY FOUR
FAVORITE WORDS ARE CAN YOU DO
BETTER?
BETTER?
THOSE ARE EASY, RIGHT?
CAN YOU HELP ME OUT HERE? IF WERE IN A STORE OF APPAREL,
SOMETIMES IT HELPS TO TALK TO
THE PERSON WHO IS IN CHARGE.
IF YOURE IN A SMALLER STORE,
THAT MIGHT JUST BE THE OWNER WHO
HELPING YOU.
HELPING YOU.
AND THEY HAVE A LOT OF WIGGLE ROOM TO NEGOTIATE.T OF WIGGLE
ROOM TO NEGOTIATE.
IF YOURE IN A LARGER STORE, A
DEPARTMENT STORE, SOMETIMES
TALKING TO THE SALES CLERK IS
FINE.
THEY MAY BE EMPOWERED TO SAY, IF YOU GIVE ME YOUR E-MAIL ADDRESS,
WELL GIVE YOU 10% OFF.
OTHER DEALS IN THEIR PACK
POCKET.
POCKET.
YOU MAY HAVE TO ASK FOR A
MANAGER, WORK YOUR WAY UP.
>> HE HASNT TAKEN ANYTHING OFF, AND I WANT TO SEE A MANAGER.FF,
AND I WANT TO SEE A MANAGER. >> THATS SO WRONG.
THE HANDS ON THE HIP.
I WANT TO SEE A MANAGER.
>> THIS IS EXPLAINING A LOT.
>> CAN I PLEASE TALK TO YOUR
MANAGER?
MANAGER?
IS THERE A WAY -- MAYBE THEY
HAVE THE ABILITY TO HELP ME OUT
HERE.
>> YOU SEEM LIKE A MINION TO ME. IS THERE ANYONE HERE THAT HASME.
IS THERE ANYONE HERE THAT HAS AUTHORITY?
AUTHORITY?
>> IM FROM THE MIDWEST.
WE NEED TO CHANNEL THE MIDWEST
AS WERE DOING THESE
TRANSACTIONS.
>> DOES IT MAKE ANY DIFFERENCE IN YOURE A LOYAL CUSTOMER?ENCE
IN YOURE A LOYAL CUSTOMER? CAN YOU USE THAT?
>> ABSOLUTELY.
>> ABSOLUTELY. OR IF YOURE BUYING A LOT.
YOURE ONE OF THE PEOPLE -- MY
MOTHER-IN-LAW USED TO WALK IN
THE STORE AND THEY WERE LIKE,
HI, AUDREY.
HI, AUDREY. AUDREY WAS GOING TO GET A
DISCOUNT EVERY TIME.
>> IF ITS LOCAL AND SMALL, YOU
GO TO THE OWNER.
THE ELECTRONICS STORE IS WHERE
WE NEED IT.
>> THIS IS HUGELY SURPRISING.
"CONSUMER REPORTS" DID AN
ENORMOUS STUDY WITH THOUSANDS
AND THOUSANDS OF SHOPPERS.
AND THEY FOUND ONLY 14% OF
PEOPLE EVEN BOTHER TO HAGGLE, IN
THESE ELECTRONICS STORES.
BUT WHEN THEY DO, THEY ARE
SUCCESSFUL.
SUCCESSFUL.
59% OF THE TIME. AND THEY SAVE $84 ON AVERAGE.
SO, I KNOW.
HUGELY SURPRISING.
HUGELY SURPRISING. AND YOU CAN DO IT ONLINE.
>> CAN I ASK YOU, CAN YOU DO
BETTER?
BETTER?
AND THEY SAY, THE PRICE IS THE
PRICE, MAAM.
AND YOU SAY, CAN I SEE A
MANAGER?
AND THEY SAY NO. THEN WHAT?AY NO.
THEN WHAT? >> WERE GOING TO GET INTO THE
STRATEGY OF PRICE WALKS AROUND W
PHONE IN THEIR POCKET THESE
DAYS.
DAYS.
YOU SHOULD KNOW WHAT THE LOWEST PRICE IS ON THAT ITEM.HE LOWEST
PRICE IS ON THAT ITEM.
YOU CAN SHOW IT TO THEM.
IN MANY CASES, THATS ALL IT
WOULD TAKE FOR THEM TO SAY, OF COURSE WE CAN DO BETTER.AY, OF
COURSE WE CAN DO BETTER. >> YOU GO TO A COMPETITOR WITH A
PRICE THATS LOWER.
BUT MAYBE THEYRE FARTHER AWAY
FROM YOU.
FROM YOU. AND YOU SAY, LOOK WHAT I CAN GET
IT FOR HERE.
>> AND YOU CAN ORDER ONLINE OR NOT.ND YOU CAN ORDER ONLINE OR
NOT.
IF YOURE SHOPPING ONLINE, YOU CAN HAGGLE THERE. ONLINE, YOU
CAN HAGGLE THERE. IF YOURE ONLINE SHOPPING,
THERES THAT LITTLE WINDOW THAT
SAYS LIVE CHAT.
THOSE PEOPLE CAN HELP YOU
NEGOTIATE ON THINGS LIKE
ELECTRONICS.
ELECTRONICS.
>> REALLY?
>> YES.
IN FACT, THE "CONSUMER REPORTS"
STUDY, THEY SAVED MORE OFTEN AND MORE MONEY. SAVED MORE OFTEN AND
MORE MONEY. $94 ON AVERAGE.
>> I BLOW THAT OFF.
I DIDNT THINK THAT WAS A REAL
THING.
THING.
>> ITS A REAL THING AND REAL PEOPLE.A REAL THING AND REAL
PEOPLE.
>> AND YOU SAY WE CAN HAGGLE FOR
OTHER BENEFITS.
>> YOU CAN HAGGLE FOR SHIPPING. YOU CAN HAGGLE FOR AN EXTENDED.
YOU CAN HAGGLE FOR AN EXTENDED WARRANTY.
WARRANTY.
THERES LOTS -- ADDITIONAL BATTERIES.S -- ADDITIONAL
BATTERIES.
ITS LIKE A JOB NEGOTIATION. IF THEY WONT GIVE YOU A RAISE,
CAN YOU HAVE MORE VACATION.
>> OR A BETTER TITLE?
>> EXACTLY.
>> EXACTLY. >> NOW, CARS.
THIS IS SOMETHING WE ARE
SUPPOSED TO BARGAIN OVER.
I BREAK OUT IN A COLD SWEAT.
I MAKE MY HUSBAND DO IT.
>> DECEMBER IS THE BEST MONTH OF
THE WHOLE YEAR TO BUY A CAR
BECAUSE CAR DEALERS HAVE QUOTAS.
THEY WANT TO GET DOWN TO THE
WIRE.
WIRE.
THEY WANT TO MOVE THESE CARS OUT OF THE SHOWROOM.E THESE CARS OUT
OF THE SHOWROOM. FEBRUARY IS THE WORST MONTH.
YOU HAVE TO DO YOUR RESEARCH
BEFORE YOU GO TO THE CAR
DEALERSHIP.
DEALERSHIP.
YOU WANT TO KNOW THE MANUFACTURERS PRICE, THE
DEALERS PRICE.
DEALERS PRICE. ANY INCENTIVES THAT ARE IN PLAY,
CASH BACK OR ADDITIONAL
FINANCING OFFERS.
FINANCING OFFERS. AND JUST REMEMBER, WITH A CAR,
THERES THREE NEGOTIATIONS HERE.
YOURE NEGOTIATING FOR THE PRICE
OF THE CAR.
YOURE NEGOTIATING FOR THE
FINANCING ON THE CAR.
AND YOURE NEGOTIATING FOR THE
VALUE OF YOUR TRADE-IN.
AND YOU SHOULD APPROACH THEM
SEPARATELY.
SEPARATELY.
>> SHOULD YOU MAKE -- THEY HAVE THE STICKER PRICE. -- THEY HAVE
THE STICKER PRICE. >> THATS RIGHT.
>> WHEN YOURE ASKING FOR LESS,
SHOULD YOU COME OUT WITH A
NUMBER FIRST?
NUMBER FIRST?
OR SHOULD YOU SAY, THATS WAY
TOO HIGH AND MAKE THEM SAY THE FIRST NUMBER.MAKE THEM SAY THE
FIRST NUMBER. >> GO BACK TO THE INTERNET AND
FIGURE OUT WHAT PEOPLE ARE
PAYING FOR THESE CARS.
WHAT ARE THE LOWEST PRICES AND
GO WITH THAT NUMBER. ITS VERY TRANSPARENT IF YOU DO
YOUR HOMEWORK.
YOUR HOMEWORK. >> IN LAW SCHOOL, SAY SAID IT
WOULD GOOD TO GET THE OTHER
PERSON TO SAY THEY NUMBER FIRST.
THEY SET THE CEILING ON WHERE
YOU ARE.
YOU ARE. AND YOU NEGOTIATE DOWN FROM
THAT.
THAT.
>> AND THEN, YOU CAN PLAY THE
DEALERS OFF AGAINST EACH OTHER.
THIS DEALER OFFERED ME THIS. CAN YOU DO BETTER?D ME THIS.
CAN YOU DO BETTER? >> MY DEALER, JEAN, SAYS SHELL