Published: 25 May 2023
Sales tactics, switching costs and time constraints often compromise negotiation leverage. Sourcing, procurement and vendor management leaders should use executive relationships, creative buying strategies and information insights to improve deal outcomes in even the most difficult circumstances.
IT negotiations often pit highly focused sales teams against buyers juggling multiple vendors, pricing models and internal priorities. This imbalance enables the seller to gain control and direct the process.
Buyers sometimes assume that a direct, sole-source purchase is the only means of acquiring technology or services, making it difficult to push for concessions during negotiations.
Vendorsoften withhold detailed pricing and contract language until the late stages of a deal. This lack of transparency complicates buyers’ efforts to negotiate critical improvements.
As a sourcing, procurement and vendor management (SPVM) leader negotiating software, cloud or IT services contracts, you should:
Analysts:
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