Negotiate in real life like Taylor Swift did with Apple
Swift realized that the thing standing in Apple’s way was money. They didn’t want to pay more than they thought they had to. But there was something else even more important: image.
“The minute she went public [pointing out] you don’t give away your iPhones, she focused on the value of fairness which is so important to Apple’s image,” said Miller.
Ask the right person. Say you want to renegotiate your cellphone contract. If you’re talking to just a regular customer service rep, you may not get very far. But if you talk to someone in what’s called the “Retention Department,” whose sole purpose is to prevent people from cancelling, then you’re on the right track.
When Swift went right to Tim Cook she was negotiating with someone who had a stake in the outcome. You’ll be best off if you can find someone who has a stake in your outcome, too.
Know your edge. Being willing to withhold her album was one weapon in Swift’s arsenal – but not the real one. The real one was her popularity. Most of us don’t have Swift’s 60 million Twitter followers, but everyone has a little edge they can work.
If you’re thinking about buying a car from one dealer, you should be negotiating with other dealers for the same or a similar car at the same time, said Miller. “That makes you very effective as a negotiator because you have some place to walk to.”
The same thing is true in the employment world. “A big mistake people make is negotiating with an employer and they stop talking to other employers. The moment you stop talking with other employers, you start losing your edge,” he said.
Don’t fear the no. Many people don’t enter a negotiation because they fear the outcome, said Paul McDonald, Senior Executive Director of Robert Half. “They don’t like conflict or perceived conflict, and they’re not prepared to hear the “no.”
You can remove fear from the equation if you focus not on the negative response – but on the why behind it, said Miller.
“No, is just a first step. If you can figure out why they’re saying no, that’s a very valuable piece of information that will allow you to restructure your strategy and negotiation. No is just one step towards yes.”
written by Jean Chatzky Today