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BKBG Conference workshop leader Derek Gaunt (Black Swan Group) had a great blog post this week about using leverage to gain advantages in negotiations. Derek defines leverage as a perceived advantage that gives you a leg up to achieve the outcome you want.

Leverage is a powerful feeling, Derek writes, and that is one of the reasons why Black Swan Group considers leverage one of the four most emotional words in negotiation. One of the challenges of leverage is that abusing it can lead to broken engagements, poor ...

The Retail Profit Doug Stephens has astutely observed that purchasing products from Amazon is the quickest route from wanting to receiving. There is nothing special or emotionally engaging with acquiring goods with a few clicks of a mouse. Yet, Amazon is expected to be responsible for 80 percent of online purchasing growth in 2018 and commands 49 percent of all Internet searches.

What makes Amazon the most dangerous for brick and mortar retailers is their technological superiority and understanding of data and innovation, which enables the company to enter new categories easily. ...

What behaviors and characteristics prevent consumers from returning to a brick and mortar retailer? Podium recently surveyed 2,000 US consumers aged 18 - 64 to answer that question. The survey found that if a retailer demonstrated any of the attitudes and behaviors that caused consumers pain, they would never return to that business.

  • 79 percent said that employees lied about a product or service.
  • 70 percent said that employees were rude or used foul language.
  • 46 percent said that the restrooms were filthy.
  • 37 percent said they left a voice mail message
  • ...

Derek Gaunt will be sharing the negotiation secrets of the Black Swan Group at the 2018 BKBG Annual Conference, September 25. Black Swan advises its clients to avoid the typical negotiating scenario where one-party states what their issues are and what they want and the other party does the same hoping to reach a compromise in the middle.

Instead, advises Black Swan, stop negotiating and start navigating. Because their training and initial experience involved hostage negotiations, Black Swan knew that in a barricade situation to look for a compromise in the middle is not a good goal ...

A fascinating study of 1,600 American consumers in February 2018 found that 65 percent of consumers’ shopping behavior has been affected by the current administration in the White House. This is a whopping 25 percent increase from a similar study produced in February 2017.

The reasons for the changed perception range from the overall positive impression most people have of the economy to a shift in consumer behavior that is affected by the social consciousness and political bent of retailers. Retail purchases are up almost five percent in the first four months of 2018, reports ...

We all know the impact ecommerce has had and will continue to have on brick and mortar retailing. The consensus of both ecommerce leaders such as Amazon and brick and mortar stalwarts such as Nordstrom and Best Buy is that retail is not an either-or proposition. Why else would Amazon purchase Wholefoods and open brick and mortar grocery stores and book stores? ...

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