Is there such a thing as average?
Somewhere out there, the Average Joe is living it up. He is mentioned so often that he is famous for being just like the rest of us, if we were famous...
The Average Joe is shorthand for what the typical consumer looks like. But we all know there is no truly average person. Every person has his/her own distinction or differentiation.
In business negotiations, we use lots of averages: the average price, the average delivery time, standard rates, and so forth. The BusinessDictionary.com defines average as:
Number or quantity that is in-between (intermediate to) several quantities and numbers.
This is important because it is telling us the average is not a “real” number…it is in-between numbers.
Dr. Chester L. Karrass advises us to be careful about using and accepting averages. He writes in his book Give and Take:
Be skeptical the next time someone shows you a number like 120 percent overhead or a standard interest charge. Ask whether the average (and that’s what it is) should really apply to your transaction.
List prices, standard products, and discount schedules are negotiable. Why? Because they represent averages. They were designed to fit the average customer at some average period of time. You are you. You are not the average. Take it from there. Averages are always negotiable.
How do you deal with averages? Do you use them as a guideline or do you discount them completely?
What is face negotiation theory? When was the last time you were having a conversation with someone and noticed their facial reactions? What did you do? Did it alter the way you pushed the conversation forward? In most cases, this is precisely what happens. While some may see an emotional reaction and take advantage of it to press their needs or desires, others may shift their manner of speech, change the subject, or otherwise be more concerned with how that individual is reacting or responding...Read More
Whether you’re negotiating for a better price on lunch or a new car or a multi-million dollar deal at work, how you listen matters. Of all the life skills we develop from childhood, listening is actually one of the most overlooked and underappreciated...Read More