Failed Negotiations

13 Mar

I don’t understand why some companies set up structures with their pricing and their sales people that encourage nasty and negative negotiations. If a company sets fair pricing and sticks to it, they should have happier customers. Who really wants to deal with a company that publishes SRP at 300% over what they actually expect to get, and then gets different prices from every customer — leaving all customers dissatisfied, wondering if they got duped, and upset right at the beginning of a customer relationship. Really? Is this any way to gain customer loyalty? I understand the enterprise software game is all about negotiating — but when a company that bills itself as having a “small business solution” takes these tactics, I just don’t see this as a successful strategy.

I am such a proponent of fair play — and this just doesn’t fit the bill.

Have you ever been involved in failed negotiations? I would love to know!


2 Responses to “Failed Negotiations”

  1. Adam Chalk May 5, 2009 at 4:12 pm #

    I have seen a number of failed pre/middle and post negotiations in different businesses for various reasons. Pricing, Egos, Lack of “Able to Deliver,” misinformation, failed communication..

    But if in a price negotiation area, after you were told it was one price, and not given proper clarification for the increase, and it is just pushing unreasonable “profit” % points for the company, they should have thought about that before, accept the lack of the extra extras, take a back seat and do a great job.As long as within their cost everyone getting paid or they are seeing it as investment..

    I dont have an extremely deep knowledge of the “enterprise” software area. But there certainly must be some very good tools at reasonable pricing as well.

    It seems though, that some of the profit incomes of a number of the producing Companies, Producers, Workers(Chain)are quite exorbatant in relation to a high average.. Thus assisting perhaps a shareholder or organization member to “over” benefit in a sense and thus preventing access and the ability for further human technology growth/interaction.

    Perhaps its not that bad, but at timeslittle tweeks or bugs somehow seem intentional by some developers. At least in the consumer area..hmm..Perhaps a good research project for a university..

    Myself will continue reading Multi CEO/COO Baby Balancing techniques at another time. Very cool/informative blog and goings ons. thank-u.

  2. drtombibey November 7, 2009 at 3:05 am #

    I have written up a couple posts about ‘The Negotiator’ on my blog you might enjoy.

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