Gartner Research

Tactics to Keeping Control During Supplier Negotiations

Published: 20 July 2016

ID: G00386086

Analyst(s): Procurement Research Team

Summary

Procurement staff with an established plan have a lower risk of reverting to instincts when tension spikes during negotiations.

Table Of Contents

More Detail

Negotiation Action Plan

Direct Deferral Language

Expand the List of Value-Drivers

Make Informed Concessions

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