If possible, before you are in a position to negotiate, review your assets and what, if anything, can you offer to them?

Being a long time customer is an asset and they don't want to lose you. Have a friend who wants to buy same thing? Bringing a company two sales at one time is an asset. Having influence over a large group who might want to buy what they are selling is a big asset. Paying cash can be an asset.

At this writing I have 7700 subscribers to my e-zine. If I see a product on Internet that I think might be helpful to them I'll contact seller. I introduce myself and invite them to visit my website to establish some credibility.

I'm writing to propose a joint venture that could benefit merchant, my subscribers and sometimes me. I explain that I would consider endorsing their product or service to my list if it is as good as advertised. If they believe in their product they usually will offer me a FREE review copy of it.

In last month I've gotten $1532 in value (products and services) using assets I've developed.

Can't come up with any assets right now? A former auto salesperson told me his simple 8-word sentence for getting discounts "Is that price best you can do?" Again, if you get a "no" from anyone other than owner or manager in case of a mega-retailer ask, in nicest way possible, if they could check with owner/manager to make sure that is best price.

In this live scenario it never hurts to be prepared to leave if they won't deal. Mention you saw same product somewhere else imply you are going to buy one today from someone.

My students have given me many examples of negotiating discounts at places as big as Wal-Mart simply by asking manager. The worst they can say is no.

In my live seminars I recommend never buying a NordicTrac from NordicTrac. You'll find lots of them in next to new condition in classified section of newspaper. Make your calls and be sure to mention that there are a lot of them for sale. This raises strong doubt in their mind that they will be able to sell at price they want and makes them more receptive to a lower price.

Negotiating can be fun. It doesn't have to be nerve-wracking. Merchants are used to it and you should get used to it too! Good luck and let me know how it goes for you.