Negotiation Moves for Category Managers
Recall practical negotiation moves for supplier discussions.
What is BATNA in a supplier negotiation? The best credible action you can take if no agreement is reached. It must be operationally executable, not just emotionally satisfying. Recall This is our final price. Supplier tries to close the negotiation. Your line I understand that is your current position. Our decision still has to reconcile market benchmarks, scope, and alternatives. Let's break out the drivers and see what can move. Responding with your own final threat can create impasse before drivers are tested. It keeps the conversation open while refusing the supplier's frame. Position bargaining vs trade-package negotiation Compare Trade…
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