Market Data
February 7, 2014
Steel Buyers Basics: Trust but Verify
Written by Mario Briccetti
Last week we started a discussion on the kinds of ethical issues that buyers and salespeople are exposed to in their everyday activities. The most difficult ethical issues arise because Buyers and Sellers have a fundamental tension in their relationship; they are counterparties negotiating deals where each wants the most for themselves while giving up the least to the other.
A buyer sees it as his job, even his duty, to use every tool available to negotiate the most favorable deal possible. In pursuit of that goal buyers may stretch (or spin) the truth as in the following examples:
