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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.

Scope

All industries and geographies

Contents

This report examines the:

• Importance of negotiation in the strategic sourcing process
• Components of a well-structured negotiation strategy
• Key negotiation myths

Note: Everest Group publishes executive briefs for senior executives from enterprises. These briefs address hot industry topics and particularly challenging issues of the day in an easy-to-digest format.