Best Cars By Price

For any purchasing agent, this issue runs deeper than price or value. He wants to feel like he matters. He deals with so many salespeople making promises that you become just another face in an increasingly maddening crowd. He’s exerting what little power he has on vendors like you, and keeping an iron grip on that low price is the most obvious way he can prove his worth. His biggest values are:
• Recognition from his boss and colleagues. He wants to be recognized and rewarded for getting the lowest price, so of course he’ll try to get it. Like all of us, he wants his boss to say, “You just saved the company thousands of dollars! High-five!” He wants his colleagues to think, “I want to be as successful as he is so the boss will high-five me, too!”
• Justification. His self-esteem soaring, our money-conscious front-line manager thinks, “I’ve saved my company money! I’m valuable! My job’s safe!” He’s justified his existence, confirming to his company and his boss that he’s a “keeper.”