Non-Verbal Communication is mightier than your words; this is especially true in-person. Words are important, but your body language and para-language may transmit a louder message.
Ridiculous offers are made in a negotiation to create concessions or to get a negotiation started, yet they can sometimes stall or end the negotiation with one or more parties walking away angry. This is an aggressive negotiation tactic.
A major cause of failure of sales people is said to be the fear of rejection. Fear of rejection can disable you from making cold calls, handling objections, closing deals, and from getting up in the morning.
The marketing mix or the “4 Ps” were coined by author E. Jerome McCarthy in the 1950s and they are marketing gospel today: product, place, price, and promotion.
When negotiating, it best to wear your “game face”. People look at your face when negotiating to understand how you feel about things; make sure that your face tells the right story.
A wise man once said, “There is no market; there are only market segments”.
Strategic Marketing is all about analyzing business opportunities and attempts to answer the following basic questions for a business:
• What might we do?
• Who do we do best?
• What must we do?
Maybe the most aggressive tactic for a negotiator to take is to say “take it or leave it”; this stance is cocky, unequivocal, and mean. Aggressive negotiators use this tactic because weaker negotiators give in and it works. Yet, many times it is just a bluff.
This tactic sends a strong signal that the aggressive party has a strong BATNA (i.e. other options if this agreement does not come together). At least that is what they want to believe. They will say things like, “This is the best I can do. You can take it or leave it”. Frequently, they will also have a short deadline for you to respond, which is yet another aggressive tactic. They will say, “I need your answer by 5 PM today”.
You submitted your proposal to your customer two weeks ago and reluctantly presented it with line-item detail like the bid required; you also submitted a package price. Finally, you sit down with the grim-faced buyer, who pronounces the pricing too high by citing lower line-item prices from the competition. “If want the business, you need to lower your prices,” declares the buyer. This is called cherry picking.
A recent online study by Deloitte and Touche uncovered that two thirds of store visits during the 2006 holiday season were not influenced by holiday advertising. It turns out that most consumers picked stores because of their pre-existing familiarity with the stores and the stores locations. Additionally, the products purchased were researched on the internet.