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aPriori Data Makes The Difference

Data makes the difference between a traditional negotiation and a cost collaboration. In a traditional negotiation, buyers do not know the right questions to ask to uncover where the cost drivers are, and they have no benchmarks to get any information they do uncover. If you have no data to negotiate, then suppliers are negotiating from a stronger position, because they have all the information. When you have data at your fingertips, you know which questions to ask the suppliers and can determine if their responses are fair and reasonable for both of you.

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