Effective Negotiations with Strategic Suppliers Business Issue A major IT solution enterprise approached Accordence with a somewhat surprising challenge. Despite their massive global footprint and broad market penetration, they found negotiations with strategic suppliers to be unexpectedly difficult. The typical image of the corporate procurement function is that it is a major heavyweight: in exchange for the reality or illusion of volume buying, it exacts leverage over suppliers in a number of ways: Procurement organizes purchasing centrally or at least coordinates it internally, it distances the buyer agents from the end-users to reduce the suppliers' influence strategies, it attempts to consolidate purchasing in exchange for preferred pricing, it can facilitate increased competition amo

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