PurchTips - Edition # 177

 

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The Superior Negotiation Advantage

By Charles Dominick, SPSM, SPSM2, SPSM3

How Easily Can You Get A Negotiation Advantage?

In almost every negotiation, a dynamic between the negotiators determines how good of a deal you get. Very few negotiations are interactions between equals - one side is superior and one side is subordinate.

Can you guess which side gets the better deal?

Of course, the superior does. So, establish yourself as the superior early by applying these techniques.

Make The Transition To Business Discussion Yourself – Most negotiations begin with non-business discussion. This can be helpful in building rapport and perhaps even getting useful information, so you want to engage in it. However, the party that makes the transition to the agenda of the negotiation is the one that creates a sense of superiority.

Make & Maintain Eye Contact – Looking into someone's eyes conveys seriousness. It can also be uncomfortable for both parties. But if you're more comfortable with eye contact than your supplier, that's a negotiation advantage. Look into a supplier representative's eyes almost the entire time. Looking away or down indicates weakness which will enable the supplier to assume the superior role.

Act Like The Decision-Maker (Even If You're Not) – When a supplier knows that you simply are taking a deal to your management to be decided upon, the supplier is not inclined to give you the best deal. After all, your management may not know much about the market and may blindly accept a higher-than-market price. If the supplier thinks that you are the person that needs to be pleased in order to win the business, you will relegate the supplier to the subordinate role.

Act Like Nothing Is Impossible – If you go into a negotiation thinking about all of the reasons the supplier has more leverage, you are destined to lose. If a supplier explains why a better deal isn't possible, say something to indicate high expectations like "That sounds like a challenge. But you're a smart guy/woman. I bet you can find a solution."

Show Some Freakin' Passion! – Raise and lower your voice. Use non-profane hand gestures to emphasize your points. Use creative phrases.

There are two roles available for you in a negotiation. Choose to be the superior, not the subordinate.

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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

The Latest Purchasing News!

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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.