PurchTips - Edition # 160

 

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Picture of Charles Dominick, SPSM, SPSM2, SPSM3

4 Rules For Negotiating By Phone

By Charles Dominick, SPSM, SPSM2, SPSM3

Have You Ever Broken These Negotiating Rules?

Negotiating by phone has both similarities and differences with negotiating in person. Therefore, there are some special rules that you must apply when negotiating by phone. These four rules may sound too simple. But don't dismiss them. These little things can make a big difference in your negotiation success.

Rule #1 - Don't Shortchange Your Preparation. Yes, negotiating by phone is different than negotiating in person. But you must prepare just the same. Know, in advance, what your target terms are; what you will say to persuade your supplier to agree to those terms; and how much you are willing to concede. You must also be prepared for the questions your supplier counterpart may ask you. Whether you stumble in your speech in person or stumble on the phone, you always weaken your negotiating position when you stumble. So be prepared!

Rule #2 - Always Initiate The Call. Negotiating successfully requires focus. If you are caught off-guard by a supplier calling you, your focus will not be as strong. If you pick up a ringing phone and there is a supplier representative on the other end and she wants to discuss terms, ask to call her back in five minutes. Use that time to review what you prepared and then call the supplier. Initiating the call gives you more control.

Rule #3 - Turn Off Your Screens. In today's connected world, we expect ourselves to multi-task. That's great. But not during a negotiation. Checking email during a negotiation will dull your focus and could result in your failure to object to terms that the supplier is introducing. Eliminate the risk of such a distraction and just turn off your computer screen or Blackberry. Your email will be waiting for you when the call is over.

Rule #4 - Promptly Transcribe Your Notes. In-person negotiation discussions are easier to remember because you remember what you see, hear, and write. In phone negotiations, you have one less sense for your memory to depend upon. As you negotiate by phone, you probably scribble down notes about your conversation. They will make sense to you when you read them. Until tomorrow. Type up your notes immediately after your call so that you can have a clear recollection of the negotiation outcome later.

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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.

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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!

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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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