NEGOTIATE IT BUYER-SIDE TECHNOLOGY ADVISORY

Half-day vendor negotiation workshop

Know their tactics.Know their playbook.Keep your leverage.

Uncover the hidden truths: how vendors negotiate, the methods they use, and how they bypass procurement through internal champions.

Understand vendor motivations. Keep the playing field level.
25 years inside technology vendors, now on your side.

Book a half-day workshop
Lachlan Downing, Founder and Director of Negotiate IT

Why this workshop

Most buyers lose their leverage before the negotiation starts.

Vendors negotiate every week. Most buyers run a major technology deal every few years. That gap shows up in the final price, the contract terms and the outcome.

One of the most effective tools a vendor has is the internal champion: someone inside your business who wants the solution, shares information, and helps the deal move around procurement rather than through it. By the time procurement is involved, the decision is often already made.

This workshop shows your team the playbook from the inside, so you can recognise it, plan for it and keep control of your deals.

01

Vendor motivations

Quotas, quarter-ends, discount approvals and what really drives the person across the table.

02

Tactics and sales methods

The methods behind every demo, proposal and "final offer", and when vendors use them.

03

Internal champions

How vendors build allies inside your business to bypass procurement, and how to spot it early.

04

Protecting your leverage

Practical steps to keep the playing field level, from first conversation to signed contract.

Who it's for

Any leader involved in buying technology.

  • CIOs, CTOs and IT leaders
  • CFOs and finance teams who approve technology spend
  • Procurement and commercial teams
  • Business unit leaders who sponsor or influence technology purchases
  • Executive teams preparing for a major selection, renewal or negotiation

The format

Practical, candid and tailored to you.

Half dayTypically 3–4 hours, morning or afternoon
Your teamPrivate sessions of up to 10 people
Your locationAt your premises, a venue, or online
Your focusShaped around the deals you have coming up

Led by Lachlan Downing, Founder of Negotiate IT, after more than 25 years in enterprise technology sales with multiple President's Club recognitions.

Your details
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Your team
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Main focus
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Treated in confidence.

We'll only use your details to respond to this enquiry. Negotiate IT doesn't share information with vendors.

Questions

Frequently asked

Is the workshop tailored to our organisation?

Yes. Each workshop is run privately for your team, with examples and focus areas shaped around your upcoming deals and the main focus you choose.

Can we run it before a specific negotiation or renewal?

Yes, and that's often when it's most useful. Let us know about the deal in the booking form and we'll build the session around it.

Do you work with vendors as well?

No. Negotiate IT works only for buyers. We have no vendor affiliations, commissions or referral fees.

How many people can attend?

Each session is limited to 10 people, so everyone can take part and ask questions. For larger teams, we can run more than one session.

Where can the workshop be held?

At your premises anywhere in New Zealand, at an external venue, or online.