The Art of the “Horserace” Negotiation Tactic: Encouraging Competition for Fair Pricing

The presentation explores the “Horserace” negotiation tactic, highlighting its effectiveness in eliciting competitive offers through urgency and multiple bids, from both buyer and supplier perspectives. It emphasizes the importance of ethical conduct, clear criteria, and transparency in fostering a competitive, fair marketplace, ultimately ensuring superior offers and fair market pricing.

Duration approx. 190 Min.

Tier: Proficiency