Gartner Information Technology Research

Negotiating Techniques for Success — Even When Your Leverage Is Compromised

Published: 26 February 2020

ID: G00463754

Analyst(s): Eugene Quillen

Summary

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

Introduction

Analysis

  • 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

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