Success hinges on pricing, payment, and willingness: how much we’re paying a given supplier, how much more it will cost them to go green, and whether they’re willing to shift to more sustainable practices.

Some suppliers, like those who provide office supplies, are easier to negotiate with because my team has more leverage. We could always switch to a different provider. But companies that provide specialized services or products, like software, can present a challenge because it’s harder for ServiceNow to simply move to another provider. With those types of suppliers, our primary goal is to influence them through education so they understand the need for more sustainable practices.

Overall, I think it’s important to shift your negotiation style depending on the power you have in a given situation. Supply chain shortages, for example, have shifted power to the suppliers, so we have to show them that we are an agreeable customer to make sure they continue to want to work with us. You also want the suppliers to understand that we’re in this together, that we’re trying to help them succeed.

Fortunately, I have a lot of experience in negotiation and business management. I have held senior roles in procurement in the automotive, defense, and IT industries, and I often give workshops in which I walk people through the six core pillars of negotiation.