Unpacking Pricing Models: Get What You Paid For
Perhaps no other topic creates as much apprehension between a buyer and a supplier as trying to negotiate a fair price for a product or service.
The conventional procurement process puts buyers and sellers on opposite sides of the table until the parties "get to yes." While a buying company and service provider often "get to yes" and go on to establish a business agreement, they will frequently face renegotiations. Buyers especially become frustrated — frequently blaming suppliers for not honoring their original price.
Rather than being frustrated, buyers should ask themselves, "Did I get what I paid for? And if not — why?"
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