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SOM Faculty Member Quoted in Article Examining Bargaining During Tough Economic Times
Deborah Kolb, the Deloitte Ellen Gabriel Professor of Women and Leadership at the SOM, is quoted in a Forbes.com article examining bargaining during tough economic times. Kolb is quoted as saying: "Especially in this gloomy economic climate where people are hesitant to shop, retailers are much more eager to move merchandise….The performance of store managers is often based on how well they sell merchandise. Sometimes their best alternative is to sell the item to you at a discounted rate rather than have it sitting there and eventually go on clearance." She further states, "You need to be indifferent towards whether or not you succeed or fail…If you really want the item, it is less likely you will leave the store without it--even if it means paying full price. You need to be willing to walk away." To read the article, click here.