Before sitting down with prospective customers, try to determine what game the customer is planning to play. You can’t put together a negotiating strategy until you have a good understanding of what the customer wants out of the game. Understand the tactics that will be used to get you to do things that are not in the best interest of the company, and employ tactics that get the best things for the company.
Topics Covered:
Avoid Panic Pricing
Avoid Quantity Pricing
Four Types of Customers
The details can be found in the BD Reference – Customer Types