Transcript

Preparation and Anticipation in Vendor Negotiations · Medsolve Dynamics

Yoel Bakas: A few years ago, ⁓ I was on prep call on the other side of the table, two days before the program practice team coming into the negotiation. we were talking about the objections that we're going to have, and we knew what the budget range was going to be that they had to purchase the equipment. We knew ⁓ what flexibility we had in the pricing to purchase the equipment. And had rehearsed every single response to any objections that they could bring. And by time that program walked into the door, we had anticipated exactly what they were going to say. They thought they were coming in to negotiate equipment they know ⁓ that were walking into a room where we had already constructed the structure that they were going be negotiating in.