Understanding the Advantage Player Concept

The concept of the 'advantaged player' refers to a party that has an inherent edge in a competitive sales situation. This could be due to various factors such as insider information, existing relationships, or being the preferred candidate from the outset. For example, an advantaged player may already have a commitment or agreement with the client, meaning they are merely going through the motions with other candidates. Recognizing if one is the advantaged player is crucial, as it impacts overall strategy and perception during negotiations.