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With more than 2,000 different equipment suppliers in healthcare, negotiating for ultrasounds, beds, ESU units, carts and other equipment products requires a thoughtful and practice approach. The presence of multiple stakeholders, rapid technology change and an uncertain regulatory environment only add to the challenges for supply chain, finance and clinical leaders.
Over the past year, OpenMarkets developed seven best practices in equipment negotiations. Each practice helps buyers and sellers understand how they can sharpen their negotiation skills, and change the supplier-buyer relationship for the better. In this guide, we will examine in detail the seven negotiation best practices to keep in mind through the procurement process as well as how to use each one effectively and efficiently.