Recommended Resource – The Pocket Small Business Owner’s Guide to Negotiating

/in , , , /by

The Pocket Small Business Owner’s Guide to Negotiating

by Richard Weisgrau

About the Reference

The Pocket Small Business Owner’s Guide to Negotiating by Richard Weisgrau provides readers with a complete set of practices and strategies for successfully negotiating through numerous situations. Richard explores both the psychology and activities occurring before, during, and after a negotiation. Through his book, readers learn to:

  • Differentiate between principle and positional bargaining
  • Negotiate contracts, purchases, and service deals
  • Resolve conflicts
  • Barter
  • Assess risk
  • Take advantage of the psychological aspects of negotiating
  • Employ rhetorical tactics and body language successfully

Benefits of Using This Reference

StrategyDriven Contributors like The Pocket Small Business Owner’s Guide to Negotiating for its thoroughness in covering a multitude of negotiating situations. We found Richard’s book a good ready reference for small business owners and large company division and department managers.

The Pocket Small Business Owner’s Guide to Negotiating covers the psychological and behavioral aspects of negotiation, both being critically important to a successful outcome. Additionally, Richard provides an easy-to-follow method for negotiation preparation, execution, and follow-up. By using the prescribed methods, readers should find their negotiations more successfully resolved.

If we had one criticism of The Pocket Small Business Owner’s Guide to Negotiating it would be that the negotiating approach seeks an equitable outcome; precluding the opportunity for overwhelmingly positive terms.

The Pocket Small Business Owner’s Guide to Negotiating provides readers with actionable steps to negotiate the situations most commonly encountered by small business and business group leaders. While not intended to inform the actions of those negotiating ‘super-deals,’ the thoroughness of the methods and real world examples conveyed makes The Pocket Small Business Owner’s Guide to Negotiating a StrategyDriven recommended read.

Decision-Making Best Practice 18 – Dealing with Assumptions

/in , /by

StrategyDriven Decision Making ArticleAll choices require the decision-maker to deal with a degree of uncertainty and ambiguity. Many times the information needed to make the highest quality decision simply does not exist, is unavailable to the decision-maker, or cannot be identified within the decision’s needed timeframe. Consequently, these information gaps are filled with assumptions – the best educated guesses of the decision-maker and his or her team – in order to allow the decision-making process to move forward. These assumptions necessarily contribute to the uncertainty surrounding the decision and therefore must be treated carefully.

Hi there! Gain access to this article with a StrategyDriven Insights Library – Total Access subscription or buy access to the article itself.

Subscribe to the StrategyDriven Insights Library

Sign-up now for your StrategyDriven Insights Library – Total Access subscription for as low as $15 / month (paid annually).

Subscribe Now!

Not sure? Click here to learn more.

 Buy the Article

Don’t need a subscription? Buy access to Decision-Making Best Practice 18 – Dealing with Assumptions for just $2!

Access the Article Now!

What’s your proactive marketing approach to loyalty?

/in /by

Dear Jeffrey, I am a huge fan. I recently had a WOW experience that completely coincides with your philosophy on customer loyalty versus satisfaction. Today, I received the following email from Amazon:

Hello, We noticed that you experienced poor video playback while watching the following rental on Amazon Video On Demand: The Hunger Games. We’re sorry for the inconvenience and have issued you a refund for the following amount: $3.99. While Amazon Video On Demand transactions are typically not refundable, we are happy to make an exception in this case. This refund should be processed within the next 2 to 3 business days and will appear on your next billing statement for the same credit card used to purchase this item.

This is amazing to me for a few reasons. Yes, I did notice that my movie was buffering more than usual and, yes, it was annoying. However, it was nothing more than a minor frustration. I didn’t complain. I didn’t complete a survey or give any feedback about this experience. Truthfully, until I received this email, I hadn’t given it a second thought.

When I got this email, it stopped me in my tracks. THEY NOTICED. They noticed that this particular experience was below their normal standards. But what’s more important, THEY NOTICED WITHOUT ME TELLING THEM.

Good companies would refund my money if I complained. Of course they would, that is expected. I never have had a company refund my money without being prompted. Never. And this, this was a surprise.

Would I have used them again even if they did not refund my money? Yes, often. So what’s the difference? I wouldn’t have REFERRED them. I received this email today at 2:18pm. Since then, I have told all my coworkers I came in contact with, posted this on my Facebook wall, and now am writing you.

Amazon lost four dollars today, but they gained a customer for life! It was so impressive, I had to share. Make it a great day, Candace

Brilliant, eh? Proactive, memorable service.

Amazon is monitoring the quality of their streaming bandwidth and can identify quality issues. Then, they DO SOMETHING ABOUT IT. No waste of time and money “survey,” no phony empty apology, just a good, old fashioned admission of guilt, and a proactive refund for poor performance.

My bet is Amazon has given thousands of these, and the same customer response has happened with every one of them. What a strategy! Let’s make sure the customer experience was great, or let’s give them a refund.

Simple. Powerful. Profitable. Give up $4.00 to earn thousands. I wonder who thought that one up? Certainly not their advertising agency.

Look at the elements of business and sales as a result of Amazon’s action, and customer reaction: a huge wow, several social postings, more social proof, an amazing testimonial, customer loyalty, and pass along value that cannot be measured on any ROI scale. Amazon’s actions breed return on proactive, memorable service – the WOW factor, social response, and customer word of mouth. It’s WAY beyond ‘priceless’ – in the long term, it’s worth a fortune.

HERE’S YOUR LESSON: You can invest in some marketing program to reach new people – or you can invest in giving your existing customers the best service possible, and let THEM find new people for you.

PREDICTION: I’ll bet the investment in existing customer experience is one-tenth the cost of any marketing program. In fact, I doubt this type of outreach is even on a marketing team’s mindset. They’re still in the Stone Age measuring ‘ROI.’

Amazon has lead the Internet all the way with vision and tenacity. Quality and value. Ease of doing business, buy with one click. Suggestive buying and published reviews. Not just price, delivery.

And now add to that list: proactive WOW interaction. They dominate because they differentiate. They dominate because they innovate. They don’t study the market – they create it (like Apple). Most marketing studies are a CYA act of companies afraid to make mistakes, let alone be bold.

Take this lesson to heart – and take it to your customers. If you come up with something creatively compelling, you can also take it to the bank!

Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer.

About the Author

Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at [email protected].