As the leader of a company, you get to do all the hard work. Negotiating with vendors can be one of the most confusing tasks ahead of you because sometimes you don’t know what a fair price is and can’t tell if the person you are speaking to is being completely honest about all the details, or has kept any important information hidden.
Whether the spokesperson for the vendor is putting on an act or not, you might not understand why there is an apparent disgust in their attitude if you reject their rate quote or overall offering. Would it be because their offer to you was truly fair in the first place, or because the sales person is just pretending that you are being unreasonable? You must educate yourself on what price is fair before you come to the negotiating table in case the seller is trying to unreasonably “squeeze” you.
Any uneducated demands you make to the vendor are likely to be unfair in the first place. If there were a set market price, as in a commodities market, there would be practically nothing to negotiate.
But just because you find yourself negotiating a deal, doesn’t necessarily mean there is an easy way to establish a fair contract price. In many cases, there is no correct price, and any negotiating position you take can readily be questioned by the other party. So if the other party produces apparent facts to justify his pricing, make sure that his information is 100% true, and the methodology and “facts” he used to justify his pricing can be well substantiated before you rely on any of it for your own decision-making. In any case, make sure you have solid facts and can logically explain why the price and deal terms you wish to offer are fair.
