What happens when you make a price increase request?

Martin talks us through the process a procurement professional will go through together with ways salespeople can deal with responses they might expect to get.

Unsurprisingly as with most negotiations this comes down to good preparation as well as an ability to remain calm and keep emotions in check.

An understanding of power dynamics and avoiding irritants becoming a major issue will also contribute to likely success.

How confident are you in pushing your price increase through?