Dealing with a Unique Supplier While You Don't Have Negotiation Power

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Dealing with a Unique Supplier While You Don't Have Negotiation Power
Jimmer Campos, Colombia, Member
Sometimes you have to close a negotiation process but you donīt have any negotiation power because your volume for purchasing is low, while your supplier is unique for the project or service you need.
How could you get the best conditions or minimize the risk?
How do you engage this unique supplier in the market to pay attention to your requirements?
How are you going to get advantage during the negotiation process or is there no negotiation at all?
What must you develop to reduce future risks? The unique supplier in the future could stop the deliveries and that could have a high impact in your supply chain...
Did you play this game? Please share your experiences and developments....Register

Negotiating with Powerful Suppliers
Koen Vandermarliere, Business Consultant, Belgium, SIG Leader
I encounter this situation often with suppliers in ICT.
What I usually do is:
Your power in the negotiations will not be buying power but th...

Power of Marketing
Hamad Al Sadd Al Ali, Student (MBA), United Arab Emirates, Member
I think it is the power of marketing. You see, the weaknesses of this unique supplier lies in that they just care about those who can process a lot of...

Dutch Windmill
Koen Vandermarliere, Business Consultant, Belgium, SIG Leader
An interesting reading on this kind of misfits between customer and supplier interests is about the Dutch Windmill (Van Weele, 2005,

Selling Education in Developing Countries
Dr zahra gheidar, Consultant, Iran, Member
My experience is, about a controversial offer: "education". In developing countries basic needs always have priority over other demands. In such marke...

Bargaining Power of the Supplier
Josephat Olwal Ngesah, Kenya, Member
I agree with you Jimmer that finding yourself in such a situation can be tricky.However, I like @Koen's approach wit...


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