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Haggling was a way of life for Mr. B. I knew Mr. B because his son was one of my friends. Hishaggling greatly embarrassed my friend, but it didn't bother Mr. B. He was saving money.Mr. B was a wonder. His distaste for paying retail was so ingrained he would bargain at the localfast food restaurant. Not attached to this man by blood, I felt no embarrassment, so I wouldwatch with interest as he worked his magic with a retail price.If you were there this is what Mr. B would have taught you:
- Be in command. Feel comfortable in the negotiation process. This will takepractice. Start inan arena where haggling is a common and accepted practice. Go to a flea market or swap meet.Have some fun learning to haggle with the people you find there. After you have honed your skillyou can have confidence as you move to haggling where the practice is less common.
- Never be satisfied with the price marked. You are looking for a compromise. Anycompromise leaves money in your pocket. A decent haggler can increase his purchasing power by10-20%. That is like getting a 15-25% raise in your pay.
- Always negotiate up. Choose a low price to begin with. You do not start at theprice you arewilling to pay. If you do, once you mention a price you are done. Start with a low, evenridiculous, amount. (This can be the most difficult part, but forget the embarrassment. Your goaland only goal is to get them engaged.)
- As you haggle make your increases in price small. You never know when he or shewillaccept. There is no sense in placing money on the table you could have left in your pocket.
- Never give up. Keep at it. Be sure to go into the negotiation fresh. Dont foolyourself bythinking you are the first person to match wits with this seller and so he has no experience. Youmust not even give a hint you are weakening. A good seller can smell reticence.
- Dress the part. There are clothes to wear to work, to wear to church, and thenthere areclothes to wear when you shop. You want to be comfortable and you do not want to appear tohave money. You can be far more effective if you look like the price you offer is truly all you canafford.
- Never downplay the quality or desirability of the item you want. If the item is nogood whydo you want it? You need to downplay the price of the item. You want the item, just not at theprice they are asking. It can be a good idea to mention you have seen it elsewhere for less.However, this can backfire if the item is truly one of a kind. Be careful, only a totally uninformedseller will not be aware of the scarcity of his item.
- Make the haggling a two way negotiation only. You dont want to enter a biddingwar with athird individual. This can only cause the final price to be higher.
- Set a point where you stop. Since you had a price in mind before you began, youshould never pay more for an item thanthe price you have set for yourself. You must be prepared to walk away if the negotiation cannotget you the price you want. Almost nothing is more effective than walking away from a protractednegotiation in which the seller has so much time invested. You will be surprised how often youwill be called back for another round of haggling.