I hope that you have enjoyed the article “Negotiating After ‘No.’

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After reading the subject line, you’re probably wondering what this “important ingredient” is. And I won’t keep you in suspense.

The important ingredient often missing from purchasing professionals’ negotiation recipes is persistence. Just because a supplier refuses a negotiation request of yours doesn’t mean that you should give up.

Keep trying. Be the proverbial “broken record.”

When you demonstrate how important to your company that an issue actually is, you’ll often be surprised at the creativity that the supplier generates at some point in coming up with a solution that satisfies you.

Suppliers get tired of saying “no.” Your persistence can gently nudge them to figure out something positive to respond with instead of that dreaded two-letter word…

To Your Career,
Charles Dominick, SPSM
President & Chief Procurement Officer
Next Level Purchasing, Inc.
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Charles Dominick, SPSM, SPSM2, SPSM3

Charles Dominick, SPSM, SPSM2, SPSM3 is an internationally-recognized business expert, legendary procurement thought leader, award-winning entrepreneur, and provocative blogger. Charles founded the Next Level Purchasing Association in 2000, oversaw its incredible growth, and successfully led the organization to its acquisition by the Certitrek Group in 2016. He continues to blog and provide advisory services for the NLPA on a part-time basis as he incubates his upcoming business innovations. Charles is also the co-author of the wildly popular, groundbreaking book, "The Procurement Game Plan: Winning Strategies & Techniques For Supply Management Professionals."

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