Some of the ploys and tactics that I’ll describe in this blog are explained in greater detail in my book, The Contract Negotiation Handbook: An Indispensable Guide for Contract Professionals. The book contains more ploys and tactics, as well as counter-tactics to vendor ploys. You can get the book on Amazon or on Lulu. You may also be interested in my book, The Vendor Management Office: Unleashing the Power of Strategic Sourcing, also available on Amazon and Lulu.
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