Increasing Your Power in a Single-Source Negotiation

Supply Mangers agree, the single source negotiation often results in the Supply manager feeling less than powerful, and/or an opportunity focused supplier makes them feel like they have been taken advantage of.

Single source negotiations do not elliminate the needs of supply manaers and suppliers to achieve the business objectives of their organizations, and to maintain margins at the same time.  However, one-sided negotiations seemingly often expedite even the best Supply Managers to thinking they are in a very difficult to win situation.  Indeed this very line of though creates a very powerful fear, or one of the most persisten myths in negotiations, the assumption of a fixed pie negotiation.

To overcome this myth, Supply Managers need to step back and implement two key steps which:

  • improve the balance of power
  • expand opportunities for both the negotiation and the relationship

Want to know more about those two key steps and how to implement them?  Complete the form on the right and we'll email you this white paper right away.