The Supplier Deal

🎧 Transcript

Joseph: How did the supplier negotiation go?

Sana: Not great. They wanted 20% more. I said "That is too much. We cannot pay that."

Joseph: Straight rejection. They got defensive?

Sana: Yes, they started justifying everything.

Joseph: Because you backed them into a corner. Try: "That would be difficult for us to justify internally. Could you walk us through the cost breakdown?"

Sana: That's softer, but I'm still saying no?

Joseph: You're saying "not yet" — very different from "no." You're asking for evidence, buying information.

Sana: Then I said "We want to keep last year's price."

Joseph: Another wall. Instead: "We'd need to see the increase stay closer to 5-7%." Now they have a target, not a slammed door.

Sana: What if 5% isn't enough?

Joseph: Trade. "If the increase has to be 10%, what if we extended to 3 years?" Link your concession.

Sana: Give something, get something.

Joseph: Never concede for free. And when you close — summarise: "So just to confirm, we've agreed on 8% with a 2-year contract and quarterly reviews."

Sana: Verbal summary before written contract.

Joseph: Always. Prevents "that's not what we agreed" emails later.

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