Improving Supplier Collaboration During Cost Negotiations
Cost negotiations are one of the most challenging parts of buyer-supplier relationships.
Purchasing teams need to achieve competitive costs, while suppliers need to protect their ability to invest, innovate, and support customer expectations. When handled effectively, cost discussions can create alignment and stronger partnerships. When handled poorly, they can reduce trust, limit transparency, and make future negotiations more difficult.
Recent findings from the 2026 MEMA OE Sales Executive Council Cost and Collaboration Survey reveal how negotiation behaviors have shifted and where opportunities exist for buyers and suppliers to work together more effectively.
In this session, APD founder Jeoff Burris shares insights from the survey and discusses how organizations can approach cost negotiations with better structure, transparency, and collaboration.
Watch the webinar to learn:
- Why cost discussions often move from collaborative conversations to competitive negotiations
- How cost breakdowns and cost models can improve alignment or create conflict
- Why consistency, transparency, and objective criteria are critical during negotiations
- How buyer-supplier negotiation approaches have changed since 2018
- What purchasing teams and suppliers can do to create more effective cost discussions
Fill out the form below to watch the full webinar on demand and learn how stronger negotiation practices can improve supplier collaboration and create better long-term business relationships.