TY  - JOUR
AB  - 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.
VL  - 7
IS  - 2
SN  - 0885-8624
DO  - 10.1108/08858629210037209
UR  - https://doi.org/10.1108/08858629210037209
AU  - Perdue Barbara C.
PY  - 1992
Y1  - 1992/01/01
TI  - Ten Aggressive Bargaining Tactics of Industrial Buyers
T2  - Journal of Business & Industrial Marketing
PB  - MCB UP Ltd
SP  - 45
EP  - 52
Y2  - 2024/04/25
ER  -