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Special Aspects of Price Negotiations

In: The Hidden Rules of Successful Negotiation and Communication

Author

Listed:
  • Marc O. Opresnik

    (Luebeck University of Applied Sciences)

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.

Suggested Citation

  • Marc O. Opresnik, 2014. "Special Aspects of Price Negotiations," Management for Professionals, in: The Hidden Rules of Successful Negotiation and Communication, edition 127, chapter 8, pages 107-117, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-319-06194-8_8
    DOI: 10.1007/978-3-319-06194-8_8
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