For seasoned procurement pro David Lopez, one big idea is simple: The best deals don’t come from pushing harder. They come from understanding better.

Whether you’re negotiating with vendors, partners, or even hiring, the way you approach the conversation shapes the outcome. When it’s only about “winning,” relationships weaken. When it’s about alignment, results last. That shift applies to every industry.

In an episode of the What Worked podcast, David shares how strong negotiations are built on clarity, preparation, and long-term thinking—not pressure. The lessons go far beyond procurement and show up in how great teams make decisions, build trust, and create partnerships that actually last.

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1. A good deal works for both sides

A win-at-all-costs mindset is not the strongest way to start any relationship. If one side feels squeezed in the contract, the deal usually breaks down later. Instead, try to create a win-win situation by:

• Asking what success looks like for the other side
• Understanding what matters most to them
• Looking for overlap, not advantage

Starting negotiations like this creates clarity, trust, and momentum, not resentment. That’s how partnerships stay productive long after the contract is signed.

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2. Leverage doesn’t mean pressure

Real leverage comes from preparation, not force.

When you understand your options, your timing, and your priorities, you show up calmer and more confident. The conversation becomes collaborative instead of defensive.

It’s not about having power, it’s about having clarity.

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3. Always have a backup plan

The fastest way to make a bad decision is to feel like you have no choice.

Before any important conversation, you should know:

• Your alternatives
• What you’re willing to walk away from
• What matters most

That alone changes how you show up.

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Why this matters for leaders

This outlook applies far beyond negotiations. It’s how strong teams operate:

• Clear expectations
• Honest communication
• Decisions made with intention, not urgency

That’s what creates stability in fast-moving companies.

This is also the same principle we see in hiring and team building. When teams bring in people who communicate clearly, think ahead, and take ownership, decision-making becomes easier. Pressure drops. Outcomes improve.

And that’s exactly why this episode is worth listening to. It’s a reminder that better results don’t come from pushing harder, but from thinking more clearly, preparing better, and having stronger conversations.

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🎧 Listen to the episode:
What Worked — Procuring supplies for space travel with David Lopez (CEO, Summa)