In "Pricing With Confidence" by Reed Holden & Mark Burton, Rule 4 breaks everyone down into four types [of buyers]: price buyers, value buyers, relationship buy

In "Pricing With Confidence" by Reed Holden & Mark Burton, Rule 4 breaks everyone down into four types [of buyers]: price buyers, value buyers, relationship buyers, and poker players. Price buyers only care about one thing: maximizing the amount of money in their pocket. (Your maximizers) Value buyers understand that there is value in some offers that are worth paying more for. (Your satisficers) Relationship buyers prefer to find trust worthy partners and build solid long term relationships with them, even if it means not getting the cheapest price. (Your doormats) Poker players don't like to show their cards and play a tough game. They often say price is all the matters but you can often call their bluff by removing some value of your offer in order to reduce the price to something they claim they are aiming for. (Negotiators, those that know when to maximize and when to satisfy and when to give in a little [a short term pain for a long term gain])