About this interactive
The Vendor Selection lesson says selection does not happen at one fixed point. It sits between the vendor assessment and the negotiation, and it can loop: you might take several vendors into negotiation, and if talks with one fail you go to another.
The lesson gives two things that make negotiating easier.
Competition. With several vendors still in the running, you can tell each that you will go with another unless it improves its offer, and if talks break down you still have somewhere to go. Drop the others, or tell one vendor it has already won, and that leverage is gone.
Information. A proper assessment tells you which requirements each vendor meets and what the product is worth to you. The lesson says that knowing your choice and its value makes negotiating natural, and that detailed questions can bring the price down on their own. Going in without your requirements, or letting a sales demo decide them, gives that away.
The lesson does not teach negotiation tactics beyond these two, and neither does this set.
A quick test for each card: after this move, does the vendor still have a reason to compete for you, and do you still know what you need and what it is worth?
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