Negotiation Scripts: What to Say to A Push Back on Price

Ever encountered that moment in a negotiation when the supplier leans back and says, “We can’t go any lower on price?”

If you’ve been in procurement long enough, you’ve heard it more times than you can count.

And in that moment, what you say next can either move the conversation forward… or shut it down completely.

From experience, negotiation isn’t about having the perfect response, it’s about knowing how to guide the conversation strategically.

Understanding the Pushback

Price resistance is normal. Suppliers are protecting their margins just like you’re protecting your budget.

The key is not to see it as a dead end, but as an opportunity to explore value, flexibility and alternatives.

Let’s explore some common scenarios…

✔️ Scenario 1: A supplier insists their pricing is fixed, but you haven’t explored the cost structure behind it.

What to Say: “Can you walk me through what’s driving the cost here? I’d like to better understand where there might be flexibility.”

✔️ Scenario 2: The supplier won’t reduce the total cost, but there may be room to adjust deliverables or payment terms.

What to Say: “If the price is fixed, are there adjustments we can make in scope, timelines, or payment terms to create better value on both sides?”

✔️ Scenario 3: You’re negotiating with a supplier you plan to work with repeatedly.

What to Say: “We’re not just looking at this as a one-off engagement, we’re thinking long-term. Is there a way we can reflect that in the pricing?”

✔️ Scenario 4: There’s a gap between your budget and their quote.

What to Say: “If we can’t meet on price, are there additional value adds you can include to help bridge the gap?”

Remember that negotiation isn’t about having all the power, it’s about asking the right questions and guiding the conversation.

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