Evening the Odds in Price Negotiation
How To Circumvent the Devious Schemes of Purchasing Agents
Across the Board
March 1999

Abstract:
Price negotiations are usually a David vs. Goliath confrontation. Purchasing agents are better informed, since its legal for them to compare prices and terms with other buyers, while it is illegal for sellers to do so. The seller's disadvantage in price negotiation may be a devious purchasing agent, or simply a buyer who understands no better than the seller the true value of the product being purchased. In either case, when you understand your product's value and communicate that value to buyers, you create buyers who know the value of what you are offering them.

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