Building Effective Messaging for IT Negotiations

Originally Aired: September 24, 2020 Now Your Desk!

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Traditional negotiation training often fails to identify, create and exploit leverage in cross-functional buying situations. This enables suppliers to control spending events and consistently outperform enterprise buyers. By focusing on messaging which motivates the sales team and clearly outlines leverage, buyers can regain control in their negotiations.


  • Understand suppliers’ deal approval process and the role of the forecast
  • What messages influence the forecast and change the dynamics of a deal
  • Framework for crafting and evaluating messages


Andrew Ozlowski

Managing Director

Andrew came to ClearEdge Partners after spending the previous 18 years in business development, sales and leadership roles within the enterprise software and IT consulting services industry. Andrew brings expertise in application software, business intelligence solutions and consulting services drawing from his experience at SAP, Kronos and Computer Associates, and vast experience on deal-making and long-term cost-control strategies from involvement in thousands of transactions on both the vendor and customer sides. Andrew has a B.S. in Organizational Leadership from Purdue University where he was also an intercollegiate athlete, letterman and youth mentor.