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 whitepaper, we explore the concept of BATNA (Best Alternative to a Negotiated Agreement), The FAST Framework as well as 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 program (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.

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