NON-SEQUITUR
IT DOES NOT FOLLOW
© Frank Haluch 2011-2025
Sellers use non-measurable information to hide their non-sequitur conclusions. To discover these hidden non-sequitur conclusions buyer’s need analytical tools that discovers them.
Most tiered pricing schedules contain a non-sequitur, i.e., the greater the quantity you buy the cheaper it is. The tool that exposes the non-sequitur is Quantity Discount Analysis. Other analytical tools that expose non-sequitur costs are:
Supply professionals using analytical tools clearly have the advantage because they can quickly prepare for a negotiation, discovering objective evidence and quickly bring that knowledge to the negotiation table.
Sourcing is for Convergent Thinkers!