Do You Need to Negotiate Differently with Procurement?

If you’re like most sellers, you find yourself negotiating deals with a buyer’s procurement team at least some of the time. Certainly, the frequency with which you’re dealing with procurement and purchasing professionals will vary based on industry and product category, but being skilled working with procurement is often the key to moving your deal across the finish line in a timely way.

You might wonder whether there’s any need to negotiate differently when purchasing plays a role. The answer is yes—and no.