The $400 Coke: How gift giving wins negotiations
Summary: I strategically gave a seller on Craigslist a can of Coke-Cola before negotiating on price…and he gave me a $400 discount.
Involved in a heated negotiation?
Try giving a gift to the person on the other end of the negotiation.
This article explains EXACTLY how it went down and why it worked.
The psychology behind gifts
When people receive things from others, they naturally feel indebted. Humans have been like this since the beginning of time. At this point, it’s ingrained in us.
As psychologist Robert Ciadini (the author of Influence) puts it:
The rule of reciprocity says that we should try to repay what another person has provided us. By virtue of the rule, we are obligated to the future repayment of favors, gifts, invitations, and the like.
The impressive aspect of the rule for reciprocation and the sense of obligation that goes with it is its pervasiveness in human culture. It is so widespread that after intensive study, sociologists such as Alvin Gouldner can report that there is no human society that does not subscribe to the rule
Someone does something for you, our human nature makes you feel like you MUST repay them.
Get the point? Not only does helping each other out feel good, but the giver can win too.
Using the Reciprocity Rule to your advantage
You’re a busy person so I’ll just cut to the chase: If you want something from someone, do them a favor or give them a gift first…even if they don’t ask for it.
Seriously?
Yes! When you give someone a gift, even if it’s completely unexpected and wasn’t asked for, the Reciprocity Rule kicks into gear and the receiver of the gift automatically feels indebted to you.
Here’s a few examples of the Reciprocity Rule in action:
- Waived speaking fee: I landed Andrew Warner, a popular internet personality, to speak at my conference for free by first giving him a bottle of scotch and a handwritten letter as a gift and then asking if he’d speak.
- Increased tips: Waiters who give a piece of candy with the bill get 3.3% larger tips. Waiters who give two pieces of candy get 14.1% larger tips. Waiters who delayed the action of giving the second piece of candy, for emphasis, raised tips by 23%. (source)
- Increased donations: The Hare Krishna Society, a Hindu religious movement, runs its entire organization around the Reciprocity Rule. To solicit donations the group gives free flowers (cost=5 cents) to passerby’s on the street. When the receiver says thank you, the giver responds with “And we accept donations so we can continue good works.” The interaction usually ends with receiver dishing out a buck or two.
Now, before I go any further let me just say this: gift giving is GOOD…regardless if you get something from it or not. Don’t use this powerful tool to become an evil genius. It’s OK to use this post as a way to help win when negotiating, but do nice things for others because it’s the right thing to do.
Unfair exchanges
Not does the Reciprocity Rule on uninvited gifts, but it can bring unequal results. A very small favor can produce a sense of obligation from the receiver that makes them repay you tenfold. The reason behind this is the feeling of indebtedness. Owing someone else makes us feel guilty…and people HATE that feeling.
This means performing very small favors for others can help you big time when asking for something afterwards.
How a $1.99 Coke saved me $400
- Do I lowball them via email beforehand or should I show up first then negotiate?
- Will they accept a lower price even if the ad says they’re firm?
- How low can I go without insulting them?
If you’re like me and you buy things off Craigslist on a regular basis then you’re CONSTANTLY asking yourself these questions.
The negotiating part of the deal is always the hardest and most uncomfortable.
I’ve bought hundreds of things off Craigslist…and negotiating is always a little weird.
But the other day when I went to buy a motorcycle I came armed with a secret weapon: a bottle of Coke.
“Since you brought me something to drink, I guess I can do $1,800”
After reading about the famous Coke experiment in Influence I decided to put into action.
Before meeting the seller of a Honda motorcycle I found on Craigslist, I made a little pit stop at Walgreens and picked up two Cokes: one regular and one diet.
The motorcycle was listed at $2,200…a fair price but not exactly a steal. Two days before I had just sold another motorcycle at $1,800, so I showed up with only $1,800.
For the sake of transparency, before I arrived I sent the seller this email. He called me immediately to set up a viewing.
When I arrived here’s how the conversation went down:
Me: What’s happening. I’m Sam. So this is the bike? Looks nice! Seller: Sure is. (said with a mean ol’ ‘I know you’re here to low ball me’ face) Me: And sorry I’m a few minutes late. I stopped at the store to get something to drink. Do you like diet or regular? They had a sale so I thought I’d pick one up for you as well. Seller: Regular is fine. Thanks. (30 minutes go by as I test drive the bike, make sure there isn’t damage and check out the title) Me: I really like the bike. What type of wiggle room can you do on the price. I have a budget of $1,600. Seller: That’s too low. I have other interested buyers who will do $2,200. Me: How about $1,800? (I show him the cash) I’ve got cash here now and most people on Craigslist flake anyway. Seller: Well, since you brought me something to drink, I guess I can do $1,800.Boom!
We both got a fair deal: I got a bike and the seller got some cash.
Now, I know what you’re saying:
“You can’t possibly say the Coke alone is the reason why he sold it to you for $400 off.”
And to that I say “does it really matter?”
When it comes to saving money and getting what you want, the end result is what matters…and I’m willing to give a $1.99 gift even if it only increases the chances by 30%.
You see, buying a motorcycle off Craigslist (or any other type of sales) is different from giving a random passerbyer a gift.
A random passerbyer isn’t expecting you to screw him, but that’s EXACTLY what a seller is expecting.
Sellers are ready to go to war. They anticipate lowballers, tire-kickers, and flakes…so when a prospective buyer does something nice for you, even if it’s as small as smile and give you a Coke, you’re completely caught off guard with the kindness.
And so the Reciprocity Rule works wonders.
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in town [ jodhpur /raj/ind ]
shopkeepers do like this way :
as people here do negotiations like religious practise
1. bring tea and biscuit for each n every
customer [ start the reciprocity process]
2.if a child is there ice cream will be there
1s effect : customer will be not negotiating with sharp edges
2s effect: here too much psychological game has been played [ no one wants to be seem made in front of their children ] so very little or very mild level negotiations
source:1st hand observations [ not willingly] since i was 8 years
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I will delete all my anti-jew posts if the Zionists offer me a job working as an online shill for them. I will use my website and my other methods of making content go viral online for the purpose of promoting the Jew’s agenda of multiculturalism, destruction of the white race, pro-transexualism, socialism, etc. I am ready to work for the Zionists and stop all propaganda efforts to expose the Jew’s agenda. All you have to do is email me and offer me a job. I can be either your greatest ally or your greatest enemy, so choose wisely, Zionists and Jews. If you do not accept me into your ranks, I will spend the rest of my life exposing the entire Jewish conspiracy and making it go viral in front of millions of people. You have 48 hours to contact me. Once again my email is boycottbitches@protonmail.com and my website is the famous Boycott American Women blog: http://boycottbitches.com/i-am-ready-to-work-for-the-zionists/
I am an American man, and I have decided to boycott American women. In a nutshell, American women are the most likely to cheat on you, to divorce you, to get fat, to steal half of your money in the divorce courts, don’t know how to cook or clean, don’t want to have children, etc. Therefore, what intelligent man would want to get involved with American women? American women are generally immature, selfish, extremely arrogant and self-centered, mentally unstable, irresponsible, and highly unchaste. The behavior of most American women is utterly disgusting, to say the least. This blog is my attempt to explain why I feel American women are inferior to foreign women (non-American women), and why American men should boycott American women, and date/marry only foreign (non-American) women. BOYCOTT AMERICAN WOMEN! http://www.BoycottBitches.com
I am an American man, and I have decided to boycott American women. In a nutshell, American women are the most likely to cheat on you, to divorce you, to get fat, to steal half of your money in the divorce courts, don’t know how to cook or clean, don’t want to have children, etc. Therefore, what intelligent man would want to get involved with American women? American women are generally immature, selfish, extremely arrogant and self-centered, mentally unstable, irresponsible, and highly unchaste. The behavior of most American women is utterly disgusting, to say the least. This blog is my attempt to explain why I feel American women are inferior to foreign women (non-American women), and why American men should boycott American women, and date/marry only foreign (non-American) women. BOYCOTT AMERICAN WOMEN! http://www.BoycottBitches.com
I am an American man, and I have decided to boycott American women. In a nutshell, American women are the most likely to cheat on you, to divorce you, to get fat, to steal half of your money in the divorce courts, don’t know how to cook or clean, don’t want to have children, etc. Therefore, what intelligent man would want to get involved with American women? American women are generally immature, selfish, extremely arrogant and self-centered, mentally unstable, irresponsible, and highly unchaste. The behavior of most American women is utterly disgusting, to say the least. This blog is my attempt to explain why I feel American women are inferior to foreign women (non-American women), and why American men should boycott American women, and date/marry only foreign (non-American) women. BOYCOTT AMERICAN WOMEN! http://www.BoycottAmericanWomen.blogspot.com
I am an American man, and I have decided to boycott American women. In a nutshell, American women are the most likely to cheat on you, to divorce you, to get fat, to steal half of your money in the divorce courts, don’t know how to cook or clean, don’t want to have children, etc. Therefore, what intelligent man would want to get involved with American women? American women are generally immature, selfish, extremely arrogant and self-centered, mentally unstable, irresponsible, and highly unchaste. The behavior of most American women is utterly disgusting, to say the least. This blog is my attempt to explain why I feel American women are inferior to foreign women (non-American women), and why American men should boycott American women, and date/marry only foreign (non-American) women. BOYCOTT AMERICAN WOMEN! http://www.BoycottAmericanWomen.blogspot.com
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We need to legalize prostitution immediately. The main reason is so that men can have an easy sexual outlet and thus instead of wasting massive amounts of their mental energy on trying to get sex from women, men can simply PAY MONEY FOR SEX and then spend the rest of their time doing whatever they want to do. Of course women don’t want to legalize prostitution. If men could get sex easily and cheaply, most men would no longer bother dating or marrying women and thus women would no longer be able to act as financial parasites off of men. Legalizing prostitution is the GREATEST thing we could do to sexually liberate MEN! Or, here’s an even cooler idea. American men could simply travel to Tijuana, Asia, Germany, Amsterdam, Thailand, etc, where prostitution is already legal. Most western women, i.e. WHITE women are useless shit anyway so even if prostitution was legalized in America, you would just see a bunch of fat ass white bitches becoming prostitutes. JESUS FUCKING CHRIST! Even a fucking prostitute from a 3rd world country is a better deal than normal American women. That’s how fucking useless most white western women are. Anyway aside from that, I wrote an essay called “Are Prostitutes Better than Normal Women?” here: http://www.happierabroad.com/forum/viewtopic.php?f=1&t=30801
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Você pode ser mais específico sobre o conteúdo do seu artigo? Depois de lê-lo, ainda tenho algumas dúvidas. Espero que possa me ajudar.