When customers lead with price, sellers need more than a defense of the proposal. Learn how to uncover the real concern, reframe the discussion around value, expand the negotiables, compare lower-cost options, and make conditional concessions that protect margin and support a sound customer decision.
How to Negotiate When the Customer Leads With Price Read More »
Unit price is only one part of supplier value. Learn how procurement can negotiate payment, volume, service, risk, renewal, rebates, and implementation terms to improve the full economics and performance of an agreement.
Beyond Unit Price: The Commercial Terms Procurement Should Negotiate Read More »
Procurement teams can create leverage even when switching suppliers is not realistic. Learn how supplier interests, preparation, timing, conditional trades, and contract structure can create movement in a constrained negotiation.
When You Cannot Switch Suppliers, Procurement Still Has Leverage Read More »
Supplier cost increases are not just pricing events. They test how well procurement teams understand value, leverage, risk, and supplier relationships. Learn how procurement can move beyond counteroffers and turn price demands into broader commercial conversations.
When Suppliers Say Costs Are Up, Procurement Should Do More Than Counter Read More »
Strategies tend to look solid in the room where they’re built. The slides are clean, the leaders nod, and someone calls it alignment. The drift starts the moment everyone walks out. Six months on, three teams are running their own version of the priorities, and nobody can pinpoint when things slipped. Nobody went rogue, either.
A Great Strategy Isn’t Enough: Getting People Behind It Is Read More »
A rep walks into an oncologist’s office ready for the clinical conversation. She knows the trial, the subgroups, and the safety data. Eight minutes in, the oncologist says, “I like the drug. But my pharmacy committee won’t approve it at this price, and I’m not fighting that fight this quarter.” Her training prepared her for
Knowing the Science Is Not Enough: Why Negotiation Drives Life Sciences Outcomes Read More »
The hardest part of managing a strategic account rarely happens at a negotiation table. More often, it shows up in the weeks before, when your own team has not aligned on pricing flexibility. Or during a scope conversation that nobody labels a negotiation, but absolutely is one. Sometimes it even surfaces when a new stakeholder
Negotiating Beyond Price: How Strategic Account Leaders Drive Long-Term Value Read More »
The job of an L&D leader looks different from what it did five years ago. Back then, a successful program meant high attendance and strong feedback scores. Today, executives expect training to move the numbers they care about — margin, deal speed, alignment, and decision quality. TalentLMS found that 75% of HR managers now tie
Why Negotiation Deserves a Bigger Role in L&D Strategy Read More »
Most professionals have read about negotiation. They’ve picked up concepts, maybe sat through a workshop or two. But understanding an idea and being able to use it when someone across the table just changed the terms on you are two very different things, and that gap is where most people get stuck. Negotiation is a
Negotiation Exercises for Skill Building and Real-World Success Read More »
There’s a moment in almost every deal where confidence either holds or collapses. It’s the moment a buyer pushes back on price, and what was a productive sales conversation suddenly becomes a negotiation. What a seller does next, whether they fold with a discount or hold the line with skill, determines not just this deal,
Sales Negotiation Skills for Building Confidence and Closing Better Deals Read More »
