Getting a Discount on Everything

Stacy wanted a discount o a $130 pair of shoes at Steve Madden, a stylish shoe store. So she walked into the store wearing a pair of Steve Madden shoes that she already had. She then talked to the sales clerk about the various shoes in the store, referencing her own shoes in the process. The result? “I was given a 25% discount on everything in the store,” said Stacy, who went on to become a physician. She was clearly “friends and family.” And the discount was much more than she expected.

GETTING MORE NEGOTIATION TOOLS USED: Thinking about how your actions can affect their perceptions, planning and preparation, human connections.

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