How Not to Be Bullied

But don’t be a mark. And don’t be a pushover. The more you know about the situation BEFORE you begin negotiating, the better the outcome is likely to be. Know the manufacturer’s list price and the invoice price of the new car you want BEFORE you begin to negotiate. Know the options, know your out.

As you negotiate, remember these four things:

1. You’re negotiating, not making the final decision. That’s the commander’s job.

2. Since making the final decision is not your job, you can’t be forced into doing something you don’t want to do. If you feel the other side—be it a negotiator or a salesman or a pushy customer—demanding a decision, simply say, “It’s not up to me. I’m just negotiating.”

   Or some variation.

3. Negotiation is a personal art. Some people like to shout and do it a lot. Others like to speak very quietly. In my experience, the quiet ones are the ones who succeed in most negotiations, as long as they stick to their goals and do their homework. But if bustin’ a blood vessel works for you, go to town.

4. The easiest thing to do—the thing you can always always always do—is take your out. You can always walk away.