Negotiation Strategy

This Executive Brief is available only to Outsourcing Excellence members. For information on membership, please contact us

Negotiation is an important part of the strategic sourcing process, both in the context of new deals and renewals. It enables an equitable legal agreement between the enterprise and the provider(s).

This Executive Brief describes how organizations can develop an effective negotiation strategy and execute it to achieve their sourcing objectives. It examines key points to consider, common misconceptions, the role of equitable terms to incentivize services delivery, components of an interest-based negotiation strategy, and a case study on how a large company negotiated with its largest services supplier.