Negotiating - Do you speak business? Question 7

True or False: When dealing with a vendor, think of him as your partner. The more information you can give him, the better he can help you.

False. Many managers make the mistake of thinking the vendor is a partner and will often give them information about budgets and products. Our expert says don't do it -- you're simply handing the vendor all your negotiating leverage.

Read Salespeople are sharks and other truths of negotiation

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This was first published in March 2005

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