Bluff vs. Sincerity - what is the best way?

In this post I would like to describe the latest Negotiation classes - to be precise: Used Car and Engine Parts cases.

I had a different approach in both cases. In the Used Car I tried to hide all the information, bluff a little, you can even tell that I lied. In the Engine Parts case I was sincere from the very beginning and play with open cards. Which of them was better? Let's find out.

I started the Used Car conversation and quickly led the whole "small talk" about how car was great and what bargain it is and that I wouldn't sell it, but I bought a new one. I was the first person who offered the first price. I said: "9500 $ and it's good". Frankly speaking it was a classical anchor. Justin tried to negotiate a little, saying that 7400 $ is all he has (yes, he also bluffed) and then I came up with a deal of him paying me 7400 at the beggining and then 1000$ in 3 months. He asked me if he can get a little discount, so I offered him 900$ in 3 months. And that was my mistake. Being in a frenzy of negotiation I forgot what was my first target: 8500$. It was still better than my BATNA, yet still I thought that I made a bad deal. 

In the second case - the Engine Parts I also dominated the conversation. I proposed to start from negotiating a price and focus on additional agreement in the second part. Both sides agreed to that. I started from the anchor and offered 350 $ per piston, but I realized that I've tried this already with Justin, so I wanted to be honest. I asked Jennifer: Ok, let's be completely sincere with each other. What is your margin you want to have?" She replied: "Actually I have 10 thousand of it. I just want to get rid of them.". So I bought them for break - even price. She was more interested in advertisement and I was interested in warranty. This is why eventually she got her advertisement and I got 8000 pistons and 10% extra, which I could give back if unused. One of the best deal I've ever made.

To conclude, once again being ethical and honest is the best way in negotiation. I got a better deal and also it was easier to focus on the final goal, which was getting pistons in good price for company and secure the contract. In the first case, when I was straying I forgot what was my goal. With Jennifer we were able to discuss as partners and I'm looking forward to future negotiations.