PurchTips - Edition # 175

 

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Negotiating After "No"

By Charles Dominick, SPSM, SPSM2, SPSM3

How Do You Respond When Your Supplier Says No?

One of the strongest negotiation techniques your supplier can use is to simply say "no." Your ability to distinguish a real "no" from a "no" used as a negotiation technique is vitally important. These tips will help you move past the first few no's and negotiate a better deal.

Shift Focus – Try to shift focus onto another item of value if you're at an impasse on a particular negotiation point. Negotiate a longer warranty period. Ask for some free products or accessories. Gain agreement on firm pricing for a longer period of time, a downward price protection clause, better lead-times, or seek greater discounts on related (or unrelated) goods or services.

Do The Math – Set emotions aside and walk your supplier through the business problem you both face. Develop a "should cost" model to determine if there is room for additional cost compression. Benchmark the offer you've received against published industry data from consultants, trade organizations, etc. Offer to analyze and help reduce supplier's upstream costs.

Paint A Picture – Sometimes suppliers need help understanding the implications of not reaching agreement. Explain the importance of your business to their bottom line. Describe what their business might look like 2 or 3 years out if they lose this deal or if the relationship is damaged. Ask how this future state would affect their personal performance review, career or compensation.

Change Players – Insisting on the involvement of a higher-level supplier representative in the negotiation might seem elementary, but many negotiators mess this one up. The trick is to find the highest level executive who would experience the greatest pain at the loss of your business. Aim too high and your pleas may not be treated as high priorities. Done correctly, your contact will help you fight within the supplier's organization.

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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:

  • FREE $30 gift certificate to Amazon.com!
  • FREE CD-ROM with printer-friendly versions of the class materials!
  • FREE Purchasing Performance Measurement spreadsheet template!
  • FREE audio CD about purchasing job security!

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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How can you test your purchasing knowledge and have a little fun, too? Try our FREE "Million Dollar Savings Game" which is one version of many different games we've added to each of our online classes.

To Try The "Million Dollar Savings Game," Visit: http://www.NextLevelPurchasing.com/game.


Free Procurement Training & Certification Starter Kit

This Starter Kit gives procurement professionals like you a clear idea on what it will take to become certified. You'll get an excellent feel for what you will need to learn and how long it will take.

Click here to learn more

Included in your free Starter Kit:

  • Access to two lessons from courses that are part of the Senior Professional in Supply Management® Program
  • A Certification & Training Planning Template
  • Case studies
  • A free Basic Membership in the NLPA

Together, these materials will help you decide how well the SPSM® Certification can help you achieve your career goals.

So, what are you waiting for? Begin your pursuit of a more rewarding procurement career – get your Procurement Training & Certification Starter Kit now by signing up for a free NLPA Basic Membership!

If you are already a member of the NLPA, click here to login and visit the "Starter Kit" tab to access these resources.