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

In: The Trust Factor

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  • Keld Jensen

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.

Suggested Citation

  • Keld Jensen, 2013. "Where the “Bigger” Comes from: Expanding the Range of NegoEconomic Potential," Palgrave Macmillan Books, in: The Trust Factor, chapter 0, pages 129-164, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-33368-1_7
    DOI: 10.1057/9781137333681_7
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