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Pushing Back Against Post-Pandemic Procurement Pressure

How to identify and deal with advanced tactics employed by Procurement professionals.

How well you negotiate the price and terms of a deal has a huge impact on its profitability. A 5% reduction in price can, for many companies, reduce the profitability of an account by 50%.

Yet all too often even experienced salespeople and managers negotiate without adequate preparation. If you’re up against a trained procurement professional, that’s a recipe for value destruction, and never more so than now.

In this white paper we explore:

  • The concept of BATNA (Best Alternative to a Negotiated Agreement)
  • The FAST Framework
  • The fundamental and advanced procurement tactics you are likely to come up against

This whitepaper has been adapted from the popular Pushing Back Against Post-Pandemic Procurement Pressure on-demand Webinar.

If you are looking to improve the negotiation skills of your sales team, Imparta’s 3D Negotiating Client Value programme (part of our complete 3D Sales Curriculum) provides a high level of skill to salespeople and managers to master both positional (win-lose) and principled (win-win) negotiation styles. It also equips them to identify and deal with a range of advanced tactics employed by Procurement professionals.

Complete the form below to download the white paper.

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