I was recently at a souk, an Arab market. And when I wanted to pay, the merchant said to me: “You still have to bargain, that’s how we do it here!”
I replied: “I’m from Germany, price is price!”
Then he laughed and charged me only half. And I was sure afterwards that I had still paid too much.
Negotiating a price was meant to be a positive customer experience. A well-staged negotiation process conveys to the customer that they are actively involved in the value discovery process, which in turn can strengthen trust and sympathy for the brand.
Obviously, it wasn’t like that for me. The retailer has cleverly recognized this, shortened the process and made a good deal at the same time. Everyone was happy, a win-win situation.
My finding: Pricing is always a cultural product, a mix of economic calculations and social, culturally determined negotiation patterns. Successful business strategies therefore integrate not only economic key figures, but also a keen sense of the respective culture in which they operate.
What I want to say is that the prize always has a cultural component. Depending on where you are.
➡️ What is more important for you as a customer, a fixed price or room for negotiation?
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I am Bernd Scharbert and I accompany and advise from my industrial background of experience when it comes to intercultural leadership, diversity and sustainable work in general.
Thanks to Andrea Kielmann for the inspiration for this post (https://lnkd.in/gQFGNEGR)
