To tender or to negotiate: the buyer′s dilemma

Abstract

Discusses the use of the tendering process in the belief that it results in the best possible price being obtained. Proposes that this is not the case and that organizations should be using negotiation and concession trading to gain benefits which reduce costs rather than simply seeking the lowest price.

Citation

Holmes, G. (1995), "To tender or to negotiate: the buyer′s dilemma", Journal of Marketing Practice: Applied Marketing Science, Vol. 1 No. 3, pp. 7-17. https://doi.org/10.1108/EUM0000000003886