“You want to build your BATNA through the RFP and determine which set of suppliers you will advance to the negotiation phase. Then you want to take control of the negotiation and establish the starting point by making the first offer. You should never discuss the supplier's bid. Instead, you should highlight the intense competition the RFP process generated and the number of other suppliers who are interested in working with you. You want to use the RFP to highlight competition and then start the conversation.”