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How Low Will They Go?

Dan Shapiro was featured in a New York Times article about how to negotiate prices at New York's high-end furniture showrooms.

How Low Will They Go?

January 29, 2009

By Steven Kurutz

So last week, I set out to test the willingness of home furnishings retailers to bargain. I chose only furnishings that I genuinely liked and might conceivably buy, and kept my other agenda — reporting this story — to myself until a final price was arrived at, so as not to influence the proceedings.

Before I began, I had to overcome a stumbling block: I’d never haggled in any retail store and wasn’t sure how to go about it. Like many people, I don’t relish negotiating, especially when it involves money. (I don’t think of myself as a pushover, but I don’t drive a hard bargain, either.) To educate myself, I called two experts, Robert Verdi, a New York-based style guru to the stars (and a host of the Discovery Channel’s now defunct “Surprise by Design”), and Daniel Shapiro, the associate director of the Harvard Negotiation Project, which conducts research and training on conflict resolution for everything from marital to international border disputes.

Read the full text of the article here.