The Floor Mats Technique
A modification of the above techniques is a negotiating technique my father
taught me about purchasing a car, which I call the Floor Mats Technique. It
goes something like this: you are sitting there in the car dealer showroom,
having worked out all the major details (like options, price, delivery date, etc.),
you pick up that magical pen as if ready to
sign on the dotted line, then look up at the
salesperson and say, "By the way, I assume
you don't mind throwing in a set of those
nice custom floor mats with the deal, right?"
At which point the salesperson begins (again)
to rant and rave about how much money he is
already losing on this deal (aren't they wild?) and how he cannot possibly
afford to throw in the floor mats, which cost over $50 (retail, that is), which is
more than he is even making on this entire deal. You calmly put down your
pen, reply, "I'm sorry we couldn't make the deal happen," and head for the door
(for the third time that day). The salesperson stops you just before you get into
your car, calls you back in, tells you he will give you the floor mats for the
discount price of $25, and you get up to walk back out the door again. He stops
you again and says, "All right, you can have the floor mats!" (which cost the
dealership a total of $7). He gives you the pen, you sign, he gets the sale, and
you get your floor mats for free.
Great, you say, now I know how to get another $50 thrown in when I go to
buy my next car--but what does this have to do with job offer negotiation?
Simple. Just as my father knew that once the deal was "made" it was still
possible to get a minor concession, the same thing applies to job offers. The
only difference is that you don't have to walk out of the showroom and your
new boss probably won't be ranting and raving like a lunatic car salesperson.
You simply present a minor (it must be minor) negotiating factor in the "By the
way, I assume _____, right?" format as if you assume it's okay. Examples:
"By the way, I assume my taking a week to spend with my family in
Tennessee before starting would be okay, right?"
"By the way, I assume the plans that my family has made for
vacationing at Disney World in late August won't be a problem, right?"
"By the way, I assume that my car phone expense while on the road
will be covered, right?" (even if their employees don't have or use car
phones)
Please take note: the only way this approach is "no risk" is if you are
willing to give in, no matter if their response is yes or no. Because even though
dear old Dad was on his way out of the showroom over some stupid floor mats,
he always would have gone back in and signed, even if they didn't go get him
(he didn't want to start all over again either). Sure, it's a fun way to play a final
bluff. But my Dad has always gotten his floor mats--they always gave in.
Why? Because the cost of the floor mats is insignificant in comparison to the
overall deal. So make sure it's insignificant and be ready to back off if your
bluff is called.
But even if you get a "we can't do that" response, they will usually feel
guilty that they couldn't and may even offer other concessions in exchange.
Boy, this negotiating stuff sure is fun, eh? Yeah, it sure is--just don't get
carried away. It is truly a once-in-a-job opportunity.
