Mastering Vendor Communication – How to Control the Message and Protect Your Leverage
Update: 2025-09-22
Description
In any IT negotiation, what you say (and what you don’t) can dramatically shape the outcome. In this episode, NPI CEO Jon Winsett shares how to plan and execute vendor communications that strengthen your negotiation strategy. He covers what information vendors are trying to uncover and how to protect it, how to create productive uncertainty without damaging relationships, and best practices for message ownership, timing, and internal alignment. You’ll learn how to balance transparency with control while positioning your organization as a unified, prepared buying team.
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