I hope that you have enjoyed the article “Negotiating With Suppliers Over Policies.”

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Some supplier policies are just set up to discourage negotiation. To not have to subject their phone representative to the task of decision-making and negotiating.

So challenge the policies.

But, remember, one of the most important aspects of the policy negotiation process is to make sure that you’re communicating with someone empowered to waive policies. Negotiating with someone who isn’t a decision-maker is futile. They have a job to do. Honoring your request would be breaking the rules. That could mean that they won’t get a raise. Or they’ll lose their job. How attractive is satisfying you when these consequences are at stake?

The process outlined in the article has worked for me. Let me know if you use it and how well it works for you!

Charles Dominick, C.P.M., SPSM
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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