Try a live negotiation
A five-minute software renewal, out loud, with a second chair coaching you as you go.
- You
- Head of Procurement, Marlow Group.
- Across the table
- Tom BeckerQuorix AnalyticsYour 450 analytics seats cost $1,100 each, $495,000 a year. Tom wants 10% more on a three-year term.
- Your goal
- Hold the price flat and win the right to cut 10% of seats at the anniversary. Walk away above +3%, or with no seat flexibility.
- In your pocket
- Only 280 of the 450 seats are active, and that hasn't moved all year.
- A rival has quoted $1,000 a seat.
- Tip
- Trade, don’t give. Your second chair is listening.