6. Mistakes to avoid

6.1 Don't neglect to prepare for negotiation

Preparing for the negotiation is as important as the negotiation itself. All the components of the offer and demand are negotiable.

To prepare, it is important to :

• know the public purchaser's needs, by referring to the consultation documents, in particular the specifications;

• master the selection criteria announced by the public purchaser, as well as their hierarchy and weighting;

• identify negotiation points (points on which negotiation is likely) ;

• think about the critical points of negotiation (what is and isn't negotiable for you).