Negotiation: Marketing and Free Training Sessions Essay

I have always wanted to sign up for a membership at some fitness centers in Bangkok. Therefore, I decided to find more information on the prices of the programs at different well-known fitness centers around Bangkok. After spending several days on research, I found that True Fitness Center is the most interesting center as it has one branch that is very close to my place. Last week, I went to the center at CentralWorld department store with my friends to learn more about the facilities offered and how crowded they are at the time I would work out there.

I then met the salesman and the negotiation began. I told the salesperson that I would like to sign up for a one-year contract and asked for more details about the pricing of the program. After the salesperson informed me the current pricing, I flinched (Flinch). I told him that the price was too high for me and asked him if he could give me a special discount of five thousand baht. (Split the difference). I told him that I really like this place but the price was much higher than another place that I just went yesterday.They offered me a lower price and a better promotion (Play the reluctant buyer).

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The salesperson is professionally trained so they were ready to negotiate with me. He told me that he understands that his price was much higher than the competitors but he assured me that True Fitness offers the best facilities and professional trainers. He said he could not give me the price I asked for but he could offer me a discount of two thousand baht with a free spa voucher that could be use at the center any time I want.

I told the salesperson that my parents might not be happy with the prices as I have to use their credit card to pay for the membership fee, so I went out and pretended that I was talking to my parents (Higher authority). I went back to them and told him that my parents were okay with the prices and would allow me to sign up for a membership if they would provide me with five free training sessions. The salesperson flinched (Flinch).

He stopped and think for a few seconds before he decided to told me that he had to ask his boss first as he did not have an authority to make those decision (Higher authority).He went out for a while and came back with a new offer. He told me that he could not give me what I asked for but he could give me a special rate of the training sessions. I paused for a second and decided to get up and walk away (Walk away).

I told him that I have to go back and think more about this first and I would come back again tomorrow. As he was taught not to let any customer leave the place, he immediately told me before I left that he would give me three free training sessions and a one-month extension of the contract.However, I said that I have to discuss with my parents again and would contact them later. Recommendations I should not have split the difference at the time he told me about the prices. Moreover, I should not have told them what I want at the first place. I should have waited for them to offer me first (Vise technique). However, the salesperson should not let me leave the place as I might not go back again next time.

He should have asked me to talk to my parents and tried to convince my parents to let me sign up for the membership through the phone call.


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