take tough negotiating tactics

Over the past year, I have noticed an increase in “scorched earth” negotiating tactics. These are tactics which move beyond “going kamikaze” that I talk about in Negotiating with Backbone. This new tactic indicates that the other party is going to angrily walk away from the deal and hurt each of the parties in doing so. Here’s what I have… Read More

Dynamic Pricing Warning

An RFP Just Arrived… An RFP just arrived in your email. No, you were not expecting this RFP: it came out of the blue.  It could have come from that company, that organization, or that agency you have approached time and again. You might have already been doing business or never worked with them at all. That does not matter,… Read More

Amazon to North American Cities: Calling all Rabbits

Posted 20 Sep, 2017 | Posted in: Newsletter | Tagged: , , ,
Richard HarringtonWritten by Richard Harrington

Last week, big city mayors across the US received the kind of news they dream about: Amazon is looking for a second corporate headquarters, with the promise of billions of dollars of investment and a potential of 50,000 new jobs.1 Time for negotiating tactics.  Get to work on that proposal – re-election awaits! While Amazon’s unusual tactics have caught the… Read More

Move beyond the rabbit: sales strategy to be a game changer In Negotiating with Backbone, a Rabbit is the vendor or salesperson that often gets asked, at the last minute, to bid on a deal or respond to an RFP. You are a Rabbit when you: Have no relationship with the decision-maker Are surprised when you receive the RFP request… Read More

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The Consequences of a Discounting Culture

Posted 09 Mar, 2017 | Posted in: Pricing | Tagged: , ,
Richard HarringtonWritten by Richard Harrington

Car Makers Spend More on Discounts than Labor on a Car Elon Musk to Tesla employees: NEVER discount a car In a report that will concern a few but surprise no-one, it turns out that discounts from auto makers now cost these companies more per vehicle than direct labor costs. According to the Wall Street Journal, average sales incentives hit… Read More