When preparing for vendor negotiations, what is there to consider?

• A. Minimum order quantity
• B. Preferred delivery window
• C. Fallback position
• D. Bulk purchase discount

Answer: (C)

Having a fallback position is what you want to have ready before you start negotiating. This means your backup plan or best alternative if the vendor won’t meet your terms. It gives you real leverage because you know what you’ll do if the deal isn’t favorable, such as sourcing from another supplier or revising the scope. With a clear fallback, you can set your bottom-line terms, test offers against that standard, and avoid making concessions you’ll regret later. The other items—like minimum order quantity, delivery window, or potential discounts—are important discussion points, but they’re details you negotiate from a position informed by your fallback plan.