Gartner Research

China Summary Translation: Negotiating Techniques for Success — Even When Your Leverage Is Compromised

Published: 08 June 2020

ID: G00724652

Analyst(s): Owen Chen, 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.

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