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Price Analysis For Negotiation
Author(s) -
Newman Richard G.,
Scodro Joseph
Publication year - 1988
Publication title -
journal of purchasing and materials management
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 3.75
H-Index - 92
eISSN - 1745-493X
pISSN - 0094-8594
DOI - 10.1111/j.1745-493x.1988.tb00199.x
Subject(s) - negotiation , product (mathematics) , business , industrial organization , commerce , marketing , law , mathematics , geometry , political science
In this article the authors use published industry data and the supplier's annual report and 10‐K report to estimate the various components of price. This type of pre‐negotiation analysis helps a buyer in finding those areas where a seller can afford to make price concessions without compromising product integrity.