Dealmaking Strategies: Haggling – When to Make the First Offer

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After you discuss the pros and cons of your desired item, the salesperson might offer to give you a discount without any prompting. If not, open the negotiation yourself: “I can buy this TV online this weekend at a much lower price. Can we work together toward a more competitive deal?”

If the salesperson is willing to negotiate, and if you have a strong sense of the ZOPA, you are positioned to make an offer: “Can you beat Amazon.com’s price? It’s $900. I can pay in cash, by the way.”

Email Marketing: Don’t let email own the ecommerce showroom floor

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Email marketing is one of the most frequent sources of ecommerce traffic for organizations across every revenue range. Read this MarketinSherpa Blog post learn from Ben Pressley, Head of Worldwide Sales, Magento, about why you shouldn’t let email own the ecommerce showroom floor.

Four Ways To Make Market Research Pay

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Department store magnate John Wanamaker once said: “Half the money I spend on advertising is wasted. The trouble is I don’t know which half.” Wanamaker’s conundrum vexes marketers to this day. With the exception of direct marketing, the relationship between message and consumer behavior is still maddeningly elusive. A big problem is that conventional research [...]

Five Fundamentals of Negotiation from Great Negotiator 2014 Tommy Koh

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While the blueprint for achieving your negotiation goals may differ depending on the type of negotiation, the road to negotiation success looks much the same across most negotiation scenarios.

In discussing the art and science of negotiation, Great Negotiator 2014 Tommy Koh described five "fundamentals" that Program on Negotiation faculty member James K. Sebenius says, "have value in almost any negotiation."

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