Gartner Information Technology Research

Negotiating Techniques for Success — Even When Your Leverage Is Compromised

Published: 26 February 2020

ID: G00463754

Analyst(s): Eugene Quillen


Vendor monopoly, high switching costs and countless other situations can compromise negotiation leverage. Sourcing, procurement and vendor management leaders should use the techniques discussed in this research to materially improve deal outcomes in even the most difficult negotiation scenarios.

Table Of Contents
  • Key Challenges



  • Attract Creative Deal Options by Establishing a Trust-Based Relationship
    • Establish the Perception of Ability
    • Establish the Perception of Benevolence
    • Establish the Perception of Integrity
  • Bridge Emotional Barriers Using Empathy to Focus on the Needs of the Sales Team
  • Control the Bidirectional Information Flow

Gartner Recommended Reading

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Purchase this Document

To purchase this document, you will need to register or sign in above

Become a client

Learn how to access this content as a Gartner client.