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SOM Faculty Member Deborah Kolb Interviewed by WBZ-TV about Art of Haggling
Deborah Kolb, the Deloitte Ellen Gabriel Professor for Women & Leadership, was interviewed by WBZ TV about the art of Haggling. Kolb offered insights on haggling, such as reasons why some women are reluctant to haggle, saying the reluctance is very much an aspect of U.S. culture. She suggested when the best time for haggling might be, such as the end of an important period, like a quarter or a month. Dr. Kolb spoke about several haggling strategies, such as using knowledge about the mark up price and competitor’s prices, as well as humor, and a positive and friendly (non-threatening) attitude. She said setting a “trap” (i.e., “I’m not leaving the store with an item unless I get THIS deal”) is a good method, and she also suggested to be creative about what kind of deal you would accept (price reduction, free delivery, 0% financing, etc). She was quoted in the article WBZ wrote, which can be found here, and video clips can be found at the links below:
http://wbztv.com/video/?id=62176@wbz.dayport.com
http://wbztv.com/video/?id=62173@wbz.dayport.com
http://wbztv.com/video/?id=62174@wbz.dayport.com
http://wbztv.com/video/?id=62177@wbz.dayport.com
http://wbztv.com/video/?id=62175@wbz.dayport.com