💡 Learn
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.
Check your understanding
1. Why does "We cannot pay that" backfire?
It's a wall — nowhere to go. "That would be difficult to justify" keeps the conversation open.
2. What is a linked concession?
Giving in exchange for something: "If the price has to be 10%, what if we extended to 3 years?" The "if" ensures you never concede for free.
3. Why summarise verbally before closing?
Prevents misunderstandings. Both sides confirm the same terms before anything is written.