Negotiation season always feels heavy.

The same pressure. The same questions. The same battle over price, timing and competitiveness.

But what if the real problem starts before the meeting?

In this episode, we look at how suppliers can move from defending a position to actively shaping the negotiation.

We explore:

  • Why preparing around one number puts you on the defensive
  • How two scenarios can change the buyer conversation
  • Where hidden negotiation leverage sits inside your organisation
  • Why the best negotiations start with questions, not pitches
  • And why creating value is not enough if that value is not visible to the retailer

The goal isn't to “win” the negotiation.

It’s to arrive with enough options, internal flexibility and clarity to build a better outcome for both sides.

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