My negotiation took place at Famous Footwear, a shoe store in the local mall in East Brunswick, New Jersey, on the last day of Fall Break (Monday). I walked into the store with the intention of purchasing a few pairs of fall/winter shoes, particularly formal shoes for interviews. After looking around and finding my Ў°targetЎ± pair of professional black pumps, regularly priced at $79.99, my goal was cut the price in half through a combination of flinching, nibbling and aggregating (BP 1) with the sales manager, Paul.
Initially, I was not sure what I could bargain about, since I seemed to be the one with less leverageЎЄmy desire to purchase shoes before returning to school was time-sensitive. However, I had significant normative leverage in: 1) appealing to my position as the customer in an arena, where the highest standard is one that upholds customer loyalty and 2) noting that stores do not like to keep inventory for too long, which results in discount items. I also remembered from Bargaining for Advantage that one of the best guards is to negotiate with someone who cares about future relationships with you. The type of deal seemed to fall in between Tacit Coordination and Relationship (BFA Ch.9). Upon second thought, despite his desires to sell at a high price, the sales manager and I did have common grounds to start the negotiation process. Another bargaining chip that I held, which was more happenstance than strategic, was the number of other shoes I intended to buy. I already picked out three other pairs of shoes from Famous FootwearЎЇs Ў°ClearanceЎ± rack. One pair was the same brand (Connie) and of similar material to my target pumps, priced at $39.99. Nonetheless, because I was so willing to buy my shoes at his store, my selection signaled Ў°reciprocityЎ± to Paul. I hoped that it would make him more willing to bend on the price of my fourth pair of shoes and for him to classify me as potential loyal, long-term customer.
I planned how I was going to present my argument while waiting in line. I decided to allow him to scan my other items and save the $79.99 shoes for last, as the lower-prices could serve as anchors. I set his expectations, so that he believed all my shoes came from the Ў°ClearanceЎ± rack. Meanwhile, I could engage in friendly small talk about how it was great to be back home for Fall Break with Paul while he scanned. I also mentioned how great I felt about all the bargains at his store that day. Surely, when he scanned the black pumps, I flinched (literally and strategically) and exclaimed that I had thought they were the same price as the other ConnieЎЇs due to their similarities. He smiled apologetically and said that they were
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As a result, most of the rest of my items seemed to arrive as fast as I expected. They are not all $79.99 or $28.99 items, in fact, many of the items here were $29.00 and above.
My final plan was to do as much as I could with my limited funds. The biggest hurdle was making sure I was making small purchases of small items (I only spent $75) along with all my other gear. It took him a little longer than he liked, however, but it seemed he was still very happy with his shopping decisions. I told him I felt much better about my shopping choices as his price matched mine.
Once I had been informed of all the details, I set aside a quick morning to check on my other accounts. We checked out the store website and found their website.
Our shopping was pretty much standard: a $79.00 store with a wide assortment of clothes I had never been to before. We did my basic shopping at the same rate (less than half my total retail cost)
I went on to purchase several other items. I also bought jewelry here as well before my store opened, including a variety of earrings and earrings that I would never wear as a woman.
In addition, I also paid for my own jewelry purchases with a regular payday from local credit card. After spending a few days visiting different stores that were all in the same area, we were able to find some great deals. I also paid for my own groceries and purchased fresh fruits and vegetables.
As the night wore on, I noticed that I wasn’t able to get my head around the rest of my purchases. Some were very interesting and I immediately began trying to figure out how to get the most bang for my buck on any of these items. Since I was a woman, I figured I should keep a straight face and try to think through the purchase situation. Unfortunately, many items were listed incorrectly. It was also very frustrating that I had to read about how some of the items seemed to have a lower price. After I read about the lower prices, I also noticed that some items were listed only as $29.00.
When I went through all the options, I was really impressed by how many of them I got…I have seen some high quality, quality, premium clothing made by the folks at the store. When I went home, I ordered a pair of denim jeans. When I walked into the store, I got mine as well:
On Saturday, I sent Paul a check of
\[\?]
As a result, most of the rest of my items seemed to arrive as fast as I expected. They are not all $79.99 or $28.99 items, in fact, many of the items here were $29.00 and above.
My final plan was to do as much as I could with my limited funds. The biggest hurdle was making sure I was making small purchases of small items (I only spent $75) along with all my other gear. It took him a little longer than he liked, however, but it seemed he was still very happy with his shopping decisions. I told him I felt much better about my shopping choices as his price matched mine.
Once I had been informed of all the details, I set aside a quick morning to check on my other accounts. We checked out the store website and found their website.
Our shopping was pretty much standard: a $79.00 store with a wide assortment of clothes I had never been to before. We did my basic shopping at the same rate (less than half my total retail cost)
I went on to purchase several other items. I also bought jewelry here as well before my store opened, including a variety of earrings and earrings that I would never wear as a woman.
In addition, I also paid for my own jewelry purchases with a regular payday from local credit card. After spending a few days visiting different stores that were all in the same area, we were able to find some great deals. I also paid for my own groceries and purchased fresh fruits and vegetables.
As the night wore on, I noticed that I wasn’t able to get my head around the rest of my purchases. Some were very interesting and I immediately began trying to figure out how to get the most bang for my buck on any of these items. Since I was a woman, I figured I should keep a straight face and try to think through the purchase situation. Unfortunately, many items were listed incorrectly. It was also very frustrating that I had to read about how some of the items seemed to have a lower price. After I read about the lower prices, I also noticed that some items were listed only as $29.00.
When I went through all the options, I was really impressed by how many of them I got…I have seen some high quality, quality, premium clothing made by the folks at the store. When I went home, I ordered a pair of denim jeans. When I walked into the store, I got mine as well:
On Saturday, I sent Paul a check of