FIELD-SALES5 MIN READ
Talk to Procurement Without Turning It Into a Price Fight
Use principled negotiation to respond to procurement pressure with interests, options, and criteria.
Renee R Procurement manager 1 Position 2 Interest 3 Options Price pressure 20 sec Scene Renee has a cheaper competitor quote and the site sponsor is listening. The rep must protect margin and sponsor trust at the same time. 6% price gap $110K annual contract
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