Become a Better Haggler

Imagine you’re celebrating a special occasion with friends at an upscale restaurant. Soon after you take your seats, the wine director introduces himself and hands you a list of high-end bottles of wine. You notice that the prices—all in the $200–$600 range—have been slashed through with a red pen.

“The prices of the wines on our reserve list are negotiable tonight,” the wine director says. “Would you care to make an offer on a bottle?”

Believe it or not, a fine-dining restaurant in New York City, David Burke Townhouse, was encouraging customers to negotiate for bottles of wine in May.

The story illustrates a larger trend: businesses that never would have negotiated with customers last year are now willing, even eager, to make a deal. The prices of furniture, electronics, wine, jewelry, and other “medium-ticket” goods are now frequently up for discussion. Are you passing up prime opportunities to get a better deal because you’re afraid of offending the seller or because you feel inexperienced or uncomfortable?

“Master the Art and Science of Haggling,” our featured article in the August issue of the Negotiation newsletter, offers 6 steps you can take to negotiate better prices for you and your organization. We’ll show you how to develop a smart opening offer, set the stage for a successful negotiation, and get the best deal possible.

In the August issue of Negotiation newsletter, the editors and experts from the Harvard faculty and member institutions of the Program on Negotiation offer advice to help you brush up on your haggling skills. When you subscribe to the Negotiation newsletter, you will receive 12 monthly issues beginning with the August issue plus 2 Free Special Reports, Getting the Deal Done and Negotiate Strong Relationships at Work and at Home, when you pay for your subscription with your credit card. Click here to start your Negotiation subscription and download the August issue and 2 Free Negotiation special reports.