Gartner Research

Follow Gartner’s T4 Process to Optimize Negotiations: Tactics, Templates, T&Cs and Timing

Published: 03 January 2019

ID: G00376059

Analyst(s): Melanie Alexander , Jo Ann Rosenberger

Summary

Sourcing, procurement and vendor management leaders must use a tailored negotiation planning approach to reveal and use vendor-specific data and levers. Gartner’s T4 process provides leaders actionable steps to effectively use vendor-specific tactics, templates, T&Cs and timing to optimize deals.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • T1 — Tactics: Engage IT and Business Stakeholders to Create a Competitive Environment
    • One Negotiation Process Does Not Fit All Vendors
    • Create a Competitive Environment — Competition Is Vital!
    • “Play Detective” to Find Out What Motivates Your Sales Team — Just Ask!
  • T2 — Templates: Create Customized Templates and Checklists to Ask the Right Questions
  • T3 — T&Cs: Maintain Standard and Vendor-Specific T&Cs Checklists
    • Understand Vendor-Specific Master Agreements, Transaction Documents and Order of Precedence
    • Create and Maintain Relevant T&Cs Checklists Using Gartner Toolkits and Research
  • T4 — Timing: Strategize Timing for Final Negotiations
    • Engage Project Management Office (PMO) for Major Negotiation Planning — Treat It Like a Project!
    • Use Fiscal Year-End Dates for Bargaining Power

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