It can be likened to “going all in” while playing Texas Hold ‘Em — the negotiations you hold with vendors and suppliers. But there are ways you can stand with the hand you’ve been dealt, and use your bargaining skills to come out on top.

There are three main tactics many vendors and suppliers can throw at you, in an attempt to make you fold your hand and see it their way.

1. We’re so poor.  When vendors plead poverty, it’s usually an attempt to convince Procurement pros to back off from arguing for lower prices. But you can turn it back on them: “If you’re that poor, will you be able to deliver to me on time? Will you live up to the terms of our contract?” This usually will put you back in the driver’s seat.

2. We don’t need you. This is when vendors and suppliers hit you with the old, “If you can’t accept a lower price, we’ll sell our goods elsewhere.” Most vendors don’t realize it, but their threat is often hollow. In most markets, they’ll run up against Procurement pros just like you, who won’t give in and pay a lower price. When you hear this from a vendor, it’s usually an indication they don’t have a very strong grasp of the marketplace.

3. Saving the worst for last. In some ways, it’s a positive to leave the toughest baragaining last on the agenda. You both get the chance to feel out each other’s style, strengths and weaknesses. But beware: If there’s a strict timetable for negotiations, leaving the toughest issues for last can be a disaster. Both you and vendors are more likely to rush into a deal that neither of you feel very good about. If the deadline’s flexible, it’s OK to leave these matters for last. But if it’s set in stone, insist that the harder baragining be done earlier in the negotiations.

Tags: bargaining, negotiations, price, vendors