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!