Strong negotiations do not begin at the table. They begin with the quality of information procurement brings into the conversation. In this session, Brandon Hummons will walk through practical ways procurement professionals can strengthen their negotiation strategy before engaging suppliers, including how to clarify business needs, organize supplier and market intelligence, align stakeholders early, and use data to shape a stronger negotiation position.

The session will also explore how modern procurement teams can improve preparation, reduce manual work, and create more consistent negotiation strategies by using better workflows, cleaner intake, and smarter decision support.

Attendees will leave with a practical structure they can apply to upcoming negotiations immediately.

ISM-Western New York: Negotiating with Leverage: How Procurement Can Create Value Before the First Supplier Conversation