Preparing for the Year-End Negotiation

The last few months of the fiscal year can make for an interesting time at the negotiation table. Vendors are under tremendous pressure to finish the year with their sales metrics pointing skyward and the velocity and intensity of activity almost always rises during this crucial time. Being prepared to lead the buyer/seller dance during what vendors call "the silly season" can accrue significant benefits. This discussion will cover the following topics:

• Vendor Incentives
• Vendor Ploys
• Winning Strategies