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NEGOTIATION STRATEGIES & TACTICS® Participant Testimonials
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resulted in savings of 20 percent (+/-) off quoted (not list) pricing. Savings estimated $1.5 million.” “Purchasing was able to negotiate a sale and trade for 25,230 feet of surplus casing and recovered our book value in the amount of $835,000. In the trade portion of the negotiations, we were able to use some of the Houston region’s 4Q90 casing requirements as incentive for a vendor to trade for the remaining 103⁄4" surplus casing.” “Just completed signing a contract for pacemakers for the next twelve months - anticipated savings will be in the $300K range.” “Negotiated a 50% discount on software and ongoing maintenance contracts for a corporate-wide risk management system. Estimated savings: $240,000. Obtained additional vendor services at no charge, such as modifications, additional software modules, and support for installation.” “Met with a joint interest owner in a producing property we operate to attempt to resolve $27,000 in disputed charges. As a result of the meeting, the joint interest owner agreed to pay the entire amount.” “Successfully negotiated a performance program with one of our major customers that delivered an additional $65K to the bottom line. This was the test case identified at the course.” “In most recent negotiations with an external contract, we saved roughly $20,000 on a $50,000 contract. In addition, their ‘wants’ were met.” “Saved a $400,000 contract account while maintaining average list price. Gave up some ancillary computer programs that meant a lot to this account but very easy to justify on our end.” |