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Article Index
Negotiating a Purchase
Know What You Want
Understand the Seller
Your Negotiating Strategy
Controlling the Negotiation
Looking for Trade-offs
Lowering the Price
Building a Relationship
Contract Issues
Page 8 of 9

Negotiating a Purchase

7. Building a Relationship

Being straight, pleasant and easy to deal with can be a critical factor in getting a good result.

7.1 Build rapport with the seller.

  • Where possible, get to know someone before serious negotiations start.
  • Make it easy for your opposite number. Find out what information he or she needs to be able to justify the deal.

7.2 Build partnerships with regular suppliers.

  • Visit suppliers and get to know the people who deal with your account.
  • Invite regular suppliers to meetings and keep them informed.
  • Give regular suppliers direct telephone numbers for their key contacts.
BHP Infosolutions

Labels: Reduce Costs
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