{"id":3074,"date":"2011-06-13T21:00:00","date_gmt":"2011-06-13T21:00:00","guid":{"rendered":"https:\/\/www.certitrek.com\/nlpa\/2011\/06\/13\/you-do-have-a-late-stage-negotiation-strategy-dont-you\/"},"modified":"2021-07-01T08:48:07","modified_gmt":"2021-07-01T12:48:07","slug":"you-do-have-a-late-stage-negotiation-strategy-dont-you","status":"publish","type":"post","link":"https:\/\/www.certitrek.com\/nlpa\/blog\/you-do-have-a-late-stage-negotiation-strategy-dont-you\/","title":{"rendered":"You Do Have A Late-Stage Negotiation Strategy, Don&#8217;t You?"},"content":{"rendered":"<p>I hope that you have enjoyed the article \u201cHere Is Your End-of-Negotiation Strategy.\u201d<\/p>\n<p>Don\u2019t miss updates on Procurement &amp; Supply Chain, Subscribe here!<\/p>\n<p>You know, I just love to hear salespeoples\u2019 thoughts on negotiating with procurement professionals and sourcing teams. A few conversations I\u2019ve had with salespeople throughout my recent career came to mind when writing this article. They included the following\u2026<\/p>\n<ul>\n<li>One executive, who oversaw a salesforce in the hundreds of people, told me that they try to find an executive contact <span style=\"font-style: italic\">outside<\/span> of the procurement department as a rule. He claimed that his organization rarely won business without doing so and had <span style=\"font-style: italic\">never <\/span>been penalized for doing so. Therefore, it is critical to have all of the decision-making authority placed in your hands prior to your prospective supplier tracking down an executive within your organization.<\/li>\n<li>A sales trainer said that the longer a sales process goes on, the less likely salespeople feel that the deal will happen. Therefore, it is critical not to tip your hand to reveal that you\u2019ve selected a supplier and your just negotiating the details. You have to create the perception that the competition is continuing and you are evaluating multiple options. That way, your sales counterpart will feel that its the sales process dragging on and not the negotiation dragging on. The latter will give them a sense of power, especially if they know you have a deadline to get a deal done.<\/li>\n<\/ul>\n<p>Have you ever learned a sales secret that you\u2019ve used in your negotiation strategy? I \u2013 and all of the readers of this blog \u2013 would love to hear about it. Post a comment!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I hope that you have enjoyed the article \u201cHere Is [&hellip;]<\/p>\n","protected":false},"author":12,"featured_media":4030,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-3074","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-procurement"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.4 (Yoast SEO v19.13) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>You Do Have A Late-Stage Negotiation Strategy, Don&#039;t You? - Next Level Purchasing Association (NLPA)<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.certitrek.com\/nlpa\/blog\/you-do-have-a-late-stage-negotiation-strategy-dont-you\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"You Do Have A Late-Stage Negotiation Strategy, Don&#039;t You?\" \/>\n<meta property=\"og:description\" content=\"I hope that you have enjoyed the article \u201cHere Is [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.certitrek.com\/nlpa\/blog\/you-do-have-a-late-stage-negotiation-strategy-dont-you\/\" \/>\n<meta property=\"og:site_name\" content=\"Next Level Purchasing Association (NLPA)\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/NextLevelPurchasing\/\" \/>\n<meta property=\"article:published_time\" content=\"2011-06-13T21:00:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-07-01T12:48:07+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.certitrek.com\/nlpa\/wp-content\/uploads\/sites\/5\/2020\/11\/nlpa-images-040.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1600\" \/>\n\t<meta property=\"og:image:height\" content=\"1067\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Galo Matagay\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@nextlevelpurch\" \/>\n<meta name=\"twitter:site\" content=\"@nextlevelpurch\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Galo Matagay\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/you-do-have-a-late-stage-negotiation-strategy-dont-you\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/you-do-have-a-late-stage-negotiation-strategy-dont-you\/\"},\"author\":{\"name\":\"Galo Matagay\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/#\/schema\/person\/72d094fab77892483dfa6e061cb27eaa\"},\"headline\":\"You Do Have A Late-Stage Negotiation Strategy, Don&#8217;t You?\",\"datePublished\":\"2011-06-13T21:00:00+00:00\",\"dateModified\":\"2021-07-01T12:48:07+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/you-do-have-a-late-stage-negotiation-strategy-dont-you\/\"},\"wordCount\":286,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/#organization\"},\"articleSection\":[\"Procurement\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.certitrek.com\/nlpa\/blog\/you-do-have-a-late-stage-negotiation-strategy-dont-you\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/you-do-have-a-late-stage-negotiation-strategy-dont-you\/\",\"url\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/you-do-have-a-late-stage-negotiation-strategy-dont-you\/\",\"name\":\"You Do Have A Late-Stage Negotiation Strategy, Don't You? 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