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Negotiating Partnerships: Increase profits and reduce risks by Iwar Unt, Keld Jensen

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How a buyer sets up his strategy

1. Keep the negotiation goal in mind. Is it to buy at the lowest costs or to get as much as possible for your money?

You need to know whether you are interested in the added value at all or whether, due to a short-term lack of money, you need to press the price or the costs down to the lowest possible level or to a level within your budget. Consider whether it really is in your interests to seek the lowest feasible price. You should not let yourself be fooled by a low price, you should look at the totality instead so that the low price does not become eaten up by increased costs somewhere else. There may be a need for internal negotiation with a view to setting up the right goals.

2. Ask for a new proposition. ...

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