Never negotiate against yourself. Once you make an offer, wait for a response before making another offer. By waiting, you avoid the possibility of rejecting your own offer and making further concessions in a revised offer. If you don't wait, it encourages the other side to hold off its response in hopes of getting a better offer, and you lose the opportunity to learn from the other side's response.


Steve Seide is a Customer Success Manager with Ariba. All customers are invited to join the private Customer Success group on Ariba Exchange, where you can access the Customer Success  Spotlights, Lunch 'n Learn Webinar calendar and replays, and the Ariba   Knowledge Nuggets.