Sales negotiations game that can either create or destroy value. Management of customer acceptance of the company cost of production and delivery services is both necessary for the proper pricing in the negotiations and the key to improving profitability. With the right tools, vendors can understand how to communicate value to customers and deal with their tactics tough negotiation offer, not price. Since customers will not be easily deterred from tough negotiations, the understanding presented here will help retailers to anticipate and counter arguments frustrate customers build their value message. "Hide
by Elliott Pit Source: Business Horizons 5 pages. Publication Date: September 15, 2004. Prod. #: BH160-PDF-ENG
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