Page 102 - Paulisms: Gold Nuggets for Small Business

I would tell them to go back and get a better price. Great, they get a discount. Well done. In this example the vehicle was going to be needed in Auckland and we were in Wellington. ‘Ok,’ I would say, ‘tell them we will accept this price, but the car must be delivered to Auckland, included in the price.’ – a further saving. Or you ask for something to be thrown in for free. Apply and you will be surprised.
3.5.1 Negotiate the terms
One of the people I look up to in business is Bob Jones (Sir Robert Jones), who is either loved or hated by New Zealanders, as he can be controversial. I was fortunate enough to read his book Jones on Property twenty-five odd years ago, and it’s a very powerful book. One teaching in that book was to ‘never negotiate the price, negotiate the terms’. And I’ve used that many times, giving the vendor their price when purchasing property or in negotiations with suppliers, as well as negotiating the price downwards.