Special Aspects of Price Negotiations

Marc O. Opresnik
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Marc O. Opresnik: Luebeck University of Applied Sciences

Chapter 8 in The Hidden Rules of Successful Negotiation and Communication, 2014, pp 107-117 from Springer

Abstract: Abstract 1. Only talk about the price if the customer has already built up a corresponding sense of the benefits of the product due to your use-oriented negotiations. 2. If the price is higher than the perceived individual benefit for the customer, this will make them feel that the product is too expensive. You then have two options: to lower the price or increase the sense of the personal benefits through a use- and needs-based negotiation with the customer.

Keywords: Reserve Price; Price Reduction; Personal Benefit; Anchor Effect; Target Price (search for similar items in EconPapers)
Date: 2014
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DOI: 10.1007/978-3-319-06194-8_8

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