tailieunhanh - Lecture Management of retail buying – Chapter 10: Negotiating the buy

Lecture Management of retail buying – Chapter 10: Negotiating the buy. In this chapter, you will learn about: Price negotiation, types of discounts, the services included (or not) in a final price, shipping & insurance options, advertising & markdown allowances. | Ch. 10: Negotiating the Buy Price negotiation Types of discounts The services included (or not) in a final price Shipping & insurance options Advertising & markdown allowances Copyright © 2006 by John Wiley & Sons, Inc. All rights reserved This is the topic overview found at the beginning of Chapter 10. The Spirit of Retail Negotiation Good negotiators begin with: Support & approval of their senior management A thorough understanding of what they want to achieve in this particular negotiation The intention of keeping their price limits ‘hidden’ A time limit, to keep negotiations from dragging on needlessly Willingness to ‘split the difference’ when two sides are close to agreement Ability to negotiate one issue at a time Copyright © 2006 by John Wiley & Sons, Inc. All rights reserved As described on pages 185-187, “If it’s not a good deal for both (or all) parties, it’s not a good deal.” Retail Negotiations: Be Prepared! Estimate the item’s final retail price in your store Evaluate | Ch. 10: Negotiating the Buy Price negotiation Types of discounts The services included (or not) in a final price Shipping & insurance options Advertising & markdown allowances Copyright © 2006 by John Wiley & Sons, Inc. All rights reserved This is the topic overview found at the beginning of Chapter 10. The Spirit of Retail Negotiation Good negotiators begin with: Support & approval of their senior management A thorough understanding of what they want to achieve in this particular negotiation The intention of keeping their price limits ‘hidden’ A time limit, to keep negotiations from dragging on needlessly Willingness to ‘split the difference’ when two sides are close to agreement Ability to negotiate one issue at a time Copyright © 2006 by John Wiley & Sons, Inc. All rights reserved As described on pages 185-187, “If it’s not a good deal for both (or all) parties, it’s not a good deal.” Retail Negotiations: Be Prepared! Estimate the item’s final retail price in your store Evaluate a quoted price by knowing what goes into it (labor, materials, profit, etc.) Make price comparisons Consider the remaining length of season for fashion or seasonal items Look for and request value-added services (packaging, tagging, warranties, etc.) Copyright © 2006 by John Wiley & Sons, Inc. All rights reserved Go into any retail negotiation having done some homework about the products you wish to purchase and the services you wish to obtain from the prospective supplier. Federal Trade Commission Concerns Illegal “horizontal” agreements (between competitors) Agreeing on prices or price-related terms in ways different from how the companies actually conduct business Restrictions on advertising that exclude important information from consumers Limiting or restricting output to drive prices up Boycotting other businesses or persons Restricting sales territories such that the parties are agreeing not to compete directly against each other Copyright © 2006 by John Wiley & Sons, Inc. All .

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