What is a negotiation brief?
A negotiation brief is a structured summary OTIS produces for each finding that involves a vendor contract or pricing opportunity. It contains your current position, the market context, a recommended target, and suggested talking points for the renewal conversation.
Where to find them
Negotiation briefs appear inside individual findings when market benchmark data is available for the vendor. Expand any pricing-related finding to see the brief.
The brief structure
Current position: your current price per unit and total annual spend. Market context: the market minimum, average, and maximum for this vendor and product tier. Recommended target: a realistic negotiation target based on your organisation size and the market data. Talking points: specific language you can use in the renewal conversation, framed around market data rather than budget pressure.
Using the talking points
The talking points are designed to be used directly in vendor conversations. They reference market data without disclosing where it came from, position the negotiation as a market-rate alignment rather than a cost-cutting exercise, and give the vendor a clear path to close the deal.
When benchmarks are not available
Not all vendors have benchmark data. For vendors without benchmarks, OTIS produces action-focused findings without pricing context — recommending right-sizing, usage review, or competitive evaluation rather than specific price targets.
Saving negotiation outcomes
After a negotiation, update the relevant asset in OTIS with the new contract terms and pricing. This improves the accuracy of future analyses and the longitudinal tracking of savings achieved.
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