The Negotiator Magazine

Back to Index

prev 1 2 3 4 5 6 7 8
download printable version

Now let's look at some techniques that a seller could use to find out how much a buyer is willing to pay. Let's say that you sell switches to computer manufacturers.

Here are some techniques you could use:

As you can see from all we've talked about here, there's a lot to be said about the subject of price. Power Negotiators know not to exacerbate the price problem by assuming that price is uppermost in the other person's mind. Also it is ludicrous to say that what you sell is a commodity, and you have to sell for less than your competitor's price for you to get the sale.


Roger Dawson, CSP, CPAE is one of North America's top negotiating experts and a leading sales and management speaker. For information about Roger's Keynote presentations and training sessions, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

prev 1 2 3 4 5 6 7 8
Back to Index


November 2004