Welcome Guest

LoginRegisterYour Cart

Thursday, November 23, 2017

ICNCornerStore.com Home
» White Papers » Negotiation »
Negotiating with Incumbent Suppliers -A ten-step process to succeed with incumbent, entrenched, and entitled suppliers

Negotiating with Incumbent Suppliers -A ten-step process to succeed with incumbent, entrenched, and entitled suppliers

Dealing with existing, entrenched and/or entitled suppliers may be the most difficult task faced by procurement professionals and project managers. Often the perception by both parties is that the customer has no leverage. You have to deal with them and they know it. There are ways, however, to level the playing field and increase your leverage.

This White Paper will examine a ten-step process that ensures you not only get the supplier’s attention, but you’ll also get the best possible results in re-negotiating. Complete with examples from recent negotiations, you’ll discover new methods to gain leverage and techniques that will prevent incumbent suppliers from taking advantage of your organization.

Key concepts include:

  • Establishing your objects (so the supplier will actually listen)
  • Leverage you didn’t know you had and where to find it
  • Risks you should watch for
  • Effective negotiating strategy, including what, why, who and when
  • Delivering your message to incumbent suppliers

 

Note: this is a digital product. After purchase (and approval for PO orders), you may download this product immediately by accessing your account.

Price: $149.00

Share this!

 
Quantity: Add to Cart 

Product Question?

If you have a question about Negotiating with Incumbent Suppliers -A ten-step process to succeed with incumbent, entrenched, and entitled suppliers, please fill out the form below. Fields marked with an asterisk(*) are required.


About Us | Contact Us | Privacy Information | Terms of Service

Procurement Store | Drawer 2970 | Winter Park, FL 32790-2970

Phone: +1.407.551.2766 | Fax: +1.407.740.0368

© 2007–2017 International Computer Negotiations, Inc. All rights reserved.