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Negotiating
a purchase (PU 1)
Not
just the right price
Negotiating
a purchase can often be more critical than negotiating an individual sale.
Apart from price, you may need to secure strategic essentials such as
component quality and continuity of supply.
Good
preparation, clear objectives and an awareness of common pitfalls are
all you need. They will remove the need for inspiration or dazzling technique
and provide the basis for purposeful, successful negotiation. (See Negotiating
a sale, SE 1, for the view from the other side of the table.)
This
briefing covers:
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