 |
 |
 |
 |
 |
 |
 |
 |
 |
 |
Negotiating Strength
SUPPLIER RELATIONSHIPS
Experience shows that long term relationships with Suppliers usually benefits the Supplier more than the Customer because typically the Supplier will levy price increases every year. The Customer can find these increases difficult to resist because over time they have grown to rely on the company and to like and trust the representatives.
TIME CONSTRAINTS
Time is considered by many to be the most important resource used in any negotiation. The negotiator who has more time to plan, prepare and negotiate will tend to win more than his counterpart who is forced to make concessions in order to finalise the deal quickly. Often the Buyer is under more time pressure than the Seller to close the deal due to the requirements of his internal Customers such as the Production Director or the Marketing Director who need the products or services "yesterday."
Back to the Beginning >>
 |
|
|
|
|
|
|
|
|
|
|