I hope that you have enjoyed the article “Negotiating After ‘No.’“

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After reading the subject line, you’re probably wondering what this “important ingredient” is. And I won’t keep you in suspense.

The important ingredient often missing from purchasing professionals’ negotiation recipes is persistence. Just because a supplier refuses a negotiation request of yours doesn’t mean that you should give up.

Keep trying. Be the proverbial “broken record.”

When you demonstrate how important to your company that an issue actually is, you’ll often be surprised at the creativity that the supplier generates at some point in coming up with a solution that satisfies you.

Suppliers get tired of saying “no.” Your persistence can gently nudge them to figure out something positive to respond with instead of that dreaded two-letter word…