Common Buyer Tactics in Negotiations

Co-authored by Philippe Lavie

This is the second article in a series of four. Once you are prepared for negotiations, what tactics may you use? What tactics will you be subjected to and confronted with that will be originated from the buyer? Do you think buyers are being trained to negotiate? Do they have many arrows at their disposal to get you to discount more, give more, and squeeze you more on your offering? Should (or do) all negotiations end up with a deal? Does negotiation has to be a conflict, battle, or arm-twisting exercise?