PurchTips - Edition # 210

 

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Bad Negotiation Habits: Break Them Today!

By Charles Dominick, SPSM, SPSM2, SPSM3

Do You Have Any Of These Bad Negotiation Habits?

Bad Habit #1: Not Sharing Information. When negotiating, some buyers withhold information from suppliers. For example, a supplier may ask about the size of your budget. Some buyers refuse to share that, thinking that the supplier will inflate its prices to capture every bit of that budget money.

While you and your supplier may have a few opposing interests, the goal is for you to work together as partners - not opponents - at some point. This means that it may benefit you to share certain information at some point in the negotiation.

If a supplier knew the budget constraints you have, it may be able to recommend and/or customize a solution that works optimally for the amount of money you have available. Without knowledge of your constraints, your supplier is left guessing and may end up proposing a solution that is too expensive or not optimal for the budget you have.

Bad Habit #2: Overusing The Word "Honest." Some people use the word "honest" as a "filler" in their conversations. "Honestly, I never thought about that" and "To be honest with you, we don't have enough money to pay that much" are two examples of how "honest" is commonly used.

But when prefacing a statement with a "disclaimer of honesty," the other person may think that other things you've said were not honest. Trust is important in negotiation for a supplier to know that you will stand by your commitments when they improve their terms for you. Disclaimers of honesty don't build trust, they degrade it.

So, if you catch yourself about to use a disclaimer of honesty, use the word "frank" or "frankly" instead. For example, "To be frank with you, your price is substantially higher than we're able to pay."

For Bad Habit #3, go to http://tinyurl.com/284nqha.

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Spotlight On Professional Development Opportunities

SPSM Certification

Are you tired of not getting enough opportunities, respect, and money out of your purchasing career? Well, guess what? Nothing will change unless you take action towards becoming a world-class purchasing professional.

You see, today's employers refuse to reward employees for yesterday's skills.They demand that purchasing professionals like you use the most modern skills and achieve unprecedented results. They want you to save more money, achieve better operational performance, and reduce risk.

Is lacking a purchasing certification keeping you from getting the results, opportunities, respect, and money that you want out of your career? Today's employers refuse to reward employees for yesterday's skills. They want you to save more money, achieve better operational performance, and reduce risk. They demand that purchasing professionals like you achieve unprecedented results and without the most modern skills that can be a challenging feat!

So how can you acquire the most modern skills, achieve meaningful results, and convincingly prove your capabilities to today's employers? There is an impressive purchasing certification program that will teach you what you need to accomplish all of this and more. It is the SPSM® Certification, earned by completing the Senior Professional in Supply Management® Program. And you could earn it in less than a year - maybe even much less than a year!

Earning your SPSM® Certification by completing the Senior Professional in Supply Management® Program is the action to take if you want to bring the most modern purchasing practices into your organization and achieve your career potential. Learn how to earn your SPSM® Certification (and perhaps get an iPad) (with the option of getting a Study Guide on an iPad) at:

Distinguishing yourself as an achiever in purchasing is key to sustaining a rewarding career, even in these difficult economic times. Earning your SPSM® Certification by completing the Senior Professional in Supply Management® Program is to take if you want to bring the most modern purchasing practices into your organization and achieve your career potential. Learn how to earn your SPSM® Certification (and perhaps get an iPad) at:

Earning your SPSM® Certification by completing the Senior Professional in Supply Management® Program is the action to take if you want to bring the most modern purchasing practices  into your organization and achieve your career potential. And if you sign up for the Senior Professional in Supply Management® Program on or before May 31, 2008, SPSMSM Certification Program on or before 4/30/2007, you also get these and other bonuses valued at over $700:

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To learn how to earn your SPSM® Certification and get these valuable bonuses, visit:

Earning your Senior Professional in Supply Management® (SPSM) Certification is the action to takeif you want to bring the most modern purchasing practices into your organization and achieve your career potential. Learn how to earn your SPSMSM Certification at:

Learn how to earn your SPSM® Certification at:

www.NextLevelPurchasing.com/spsm.html



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