The Negotiator Magazine

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Ask the Negotiator

Michael Schatzki

Ask the Negotiator is designed to afford our readers with the opportunity to ask questions about any aspect of negotiations and provide them with answers from experienced negotiators in future editions of the magazine. Please direct your questions to John Baker at [email protected] We will only publish your first name or the nom de plume you suggest along with your country when your question is published. Your question will be answered either by John Baker or by a member of The Negotiator Magazine’s growing list of outside negotiation resources.

We are delighted to have Michael Schatzki as this month’s guest respondent for the Ask the Negotiator column. Michael Schatzki is a master negotiator with a proven record of producing bottom line results for his clients. His articles have appeared several times in this magazine.

And now, this month’s letter …

Buyer Strategies for increasing leverage with Sellers …

From: Jack, USA

I have a couple of suppliers with whom we have very little, if any leverage. One in particular is our largest spend on an annual basis. How can I effectively negotiate with a supplier with whom we have no leverage?

Thank you.

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February 2005