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Like most sourcing leaders, I've sat through the trainings to learn how to talk through negotiations. However, after conducting dozens of product negotiations all over the world, I've found that data speaks louder than words. Discussing a detailed should-cost model built on current material, labor and overhead costs drives transparency and collaboration. Instead of pushing from an initial offer down to a target based on multiple supplier quotes, the negotiation turns into a bottom-up discussion of what a product should cost, leading to a reduced price and savings to the business.

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