Where the “Bigger” Comes from: Expanding the Range of NegoEconomic Potential

Keld Jensen

Chapter Chapter 7 in The Trust Factor, 2013, pp 129-164 from Palgrave Macmillan

Abstract: Abstract The room for negotiation can be defined as the difference between the highest price that a buyer is willing to pay and the lowest price to which a supplier will come down. For a deal to be struck, there must be positive room for negotiation. The buyer must be willing to pay a price above the supplier’s threshold of pain.

Date: 2013
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-33368-1_7

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DOI: 10.1057/9781137333681_7

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