Negotiating the contract means more than trying to get a good price. It’s equally important to have favorable terms. Try these suggestions!

▪ First off, I must recommend to you my favorite negotiation book of all time. It was used in courses while I was in law school, and I know it is considered a classic: Getting to Yes by Roger Fisher, William L. Ury and Bruce Patton.

▪ Everyone needs to make a living. If you feel the estimate is fair, then go with it. If you think it is high, then you might try to lower the price by pulling out a lower priced estimate that you got from another Contractor.

“I’d really like to work with you, but this other price looks tempting. Can you help me out and match it?” If you do not have a lower estimate, simply ask the Contractor if he could drop the price to help you out.

▪ Dramatize your financial situation. If you have a compelling reason why you need to save money (don’t we all?), then broadcast it!

“Can you help me out with the price here? I have a baby at home who has been sucking money out of my wallet like milk from a bottle!”

▪ Contractors love to get more business through good networking. Let your Contractor know that you will be a good customer to work with and that you will be a great source of new business. Be sure to follow through on this if you like the work.