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Ten Aggressive Bargaining Tactics of Industrial Buyers

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 February 1992


Examines the tactics used by purchasers when re‐negotiating repeat buys of component parts. Illustrates buyers and sellers co‐operating during the problem solving stage of the contract, e.g. identifying cost savings, however bargaining techniques tend to be more unilateral. Describes the use of imposed time pressures, supplier comparison etc. to unsettle the seller and give the buyer a competitive advantage. Concludes that sellers need to be more aware of the prevailing market in order to counteract the buyers tactics and improve their own bargaining position.



Perdue, B.C. (1992), "Ten Aggressive Bargaining Tactics of Industrial Buyers", Journal of Business & Industrial Marketing, Vol. 7 No. 2, pp. 45-52.




Copyright © 1992, MCB UP Limited