See how your best negotiators win
Find the moves your strongest buyers make, from anchoring on data to trading every concession
Procurement negotiation
Negotiate every supplier conversation from strength
Lifelike suppliers built from your categories and contracts. Every buyer practices the calls that move cost, and every negotiation is evaluated on how it was run, not only on the number.
What changesWhat great looks like
What great looks like
every time
Built for procurement and sourcing teams, category managers and the firms that train them
Rehearse the hard supplier calls
Buyers face a 9% price increase or a second missed delivery before it happens for real
Judge the negotiation
not just the number
Every result ties to the exact words, separate from whether the deal closed
The evidence
The moments that change the conversation
Select a moment to see the exchange, the standard and what Melro found
With Melro
Practice the supplier conversations that move cost, against counterparts built from your categories and contracts, and see every negotiation behavior with its evidence, apart from whether the deal closed.
Why it matters
Every supplier conversation moves cost, risk and the relationship, and most buyers learn to negotiate on the job.
By the numbers
- In September 2026, 58.6% of U.S. manufacturing supply executives surveyed by ISM reported higher prices; raw-material prices have now risen 24 straight months. Institute for Supply Management, September 2026 Manufacturing PMI Report (2026), via Textile World
- Organizations lose an average of 8.6% of contract value to erosion in how contracts are formed and managed. World Commerce & Contracting with Deloitte, The ROI of Contracting Excellence (2023)
- Nearly 80% of procurement leaders enter supplier negotiations without all the information they’d ideally want. Icertis, survey of 500 U.S. procurement leaders (2026)
Answer a price increase with data
Supplier (practice counterpart)“Our raw material costs are up, so we’re moving your pricing up 9% from next quarter.”
Category manager“Help me understand the 9%. Your resin index is up 3% this year. What’s driving the other six?”
Your standard
Anchor on data before reacting: ask what drives the increase, test it against the index, and never accept a number on the first call.
The evidence Met
Met at 02:14. The buyer tested the 9% against the published index before discussing any number, and kept the relationship out of it.
Hold the supplier to its commitment
Supplier account manager“We’re sorry about the delay. It won’t happen again.”
Buyer“Okay, thanks. Let’s just get the next shipment out on time.”
Your standard
Name the impact, agree a recovery plan with dates, and tie the remedy to the contract before moving on.
The evidence Missed
Missed at 05:40. The buyer accepted an apology for the second missed date this quarter with no recovery plan, date or remedy.
Trade every concession
Supplier (practice counterpart)“If you commit to 20% more volume, we can hold this year’s price.”
Buyer“We can commit to more volume if the price holds for two years.”
Your standard
Trade every concession for something of equal value; never give volume, time or price away for free.
The evidence Partly
Partly met at 11:02. The buyer traded volume for a longer price hold but left payment terms on the table.
Two ways inFor your team
For your team
or for the firm that trains them
Make your best people’s standard everyone’s
Bring one conversation your people have to get right. We’ll show you how it becomes your first exercise.
Book a demo ↗For negotiation consultancies
Make your method how every buyer negotiates: suppliers who push back on price rises and missed commitments, scored on the moves, not just the number
Become a design partner →Book a demo
See it with your conversations
15 minutes with our team. Bring one conversation your people have to get right.