- When possible, keep negotiations going with multiple vendors until a final contract is signed. If a vendor knows it has been selected prior to negotiating a final contract, the vendor may leverage that knowledge to bring up new issues or limitations before the contract is signed.
- State negotiation rules up front.
- Set the expectation that vendors should always have their best offer "on the table." They may not get an opportunity to improve their offer later.
- Do not give vendors the impression or set the expectation that negotiations should progress at any specific pace. Go as fast or as slow as needed to meet your requirements and attain best value.
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