Logic is a rationale for presenting and justifying an argument. When seeking to persuade others, the presentation of information, facts and data is a persuasive way to influence the other party. For example, when suppliers apply for a price increase, they may cite cost increases and present charts showing inflation in the price of key raw materials to support their position. Similarly, when buyers ask for ‘justification’, it is a powerful message: ‘if the other party can show evidence to support their point of view, then we will agree’. See also Negotiation.

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Discover the world’s largest Glossary of Procurement terms

With over 800 Procurement specific terms (and growing) you will find everything you need to know or thought you knew about the Procurement function. Our aim is to provide you with a comprehensive list collated from the Comprara Groups hub of training and consulting source materials.The Procurement Glossary has been compiled by industry expert Paul Rogers.