Shapiro Negotiations

Procurement can protect a supplier relationship while pushing for better commercial outcomes. The key is to challenge the agreement with clarity, evidence, and respect rather than avoiding the difficult conversation.

Long standing ...

When a customer leads with price, the seller’s first task is not to defend the number. It’s to understand what price represents in the buying decision.

Price often appears at the start of a sales negotiation because it’s visible, m...

Procurement creates value across the full commercial agreement, not only through unit price. Payment, service, risk, timing, volume, and renewal terms can change the economics of a deal as much as the headline price.

A supplier neg...

Procurement teams can create leverage even when switching suppliers is unrealistic. The leverage comes from preparation, information, timing, supplier interests, and the structure of the  agreement.

Some supplier negotiations begin...