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The flipside of pricing power is buying power : to what extent can a buyer get the desired prices from his or her suppliers ? In
Hermann Simon • Confessions of the Pricing Man: How Price Affects Everything
Many legal scholars have already drawn attention to the fact that the operation of the market hinges on legal institutions that facilitate price discovery.
Katharina Pistor • The Code of Capital: How the Law Creates Wealth and Inequality
when bidders’ BATNAs are good, you may need to negotiate privately to get them to come to the table.
Guhan Subramanian • Dealmaking: The New Strategy of Negotiauctions (Second Edition)
relative priority that a given client places on these elements can vary dramatically.
David H. Maister • Managing The Professional Service Firm
how your customers perceive your value and the profit level you need to sustain or improve that value.
Hermann Simon • Confessions of the Pricing Man: How Price Affects Everything
A common trait of all these trusted advisor relationships is that the advisor places a higher value on maintaining and preserving the relationship itself than on the outcomes of the current transaction, financial and otherwise.
Charles H. Green • The Trusted Advisor: 20th Anniversary Edition
However, for markets where one brand dominates a person’s buying, such as insurance or telecommunications, typically the first retrieval is hard work for the category buyer’s memory.