PurchTips - Edition # 122

 

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Picture of Charles Dominick, SPSM, SPSM2, SPSM3

What Your Negotiation Power Depends On

By Charles Dominick, SPSM, SPSM2, SPSM3

Is Your Negotiation Power Maximized?

In many previous editions of PurchTips, I've shared with you many negotiation tactics that can help you be a more successful negotiator. In this edition, I'll teach you about one ingredient that could improve your ability to execute those tactics and, as a result, give you more negotiation power: confidence.

Power persuades. And confidence translates into power. Can you learn to be confident? Yes. Here are four specific things to do to be more confident in negotiation.

Visualize – Early in your preparations for negotiation, take some time to visualize a successful end result. Picture yourself shaking hands with your supplier and smiling. Imagine the feelings you'll feel when you've secured a great deal for your organization. Most tangible results start with a thought that is later brought to reality. If you can't think it, you will have a harder time achieving it. So visualize and feel the power!

Affirm – Say this out loud to yourself throughout your preparations: "I am a confident negotiator." The last time you are by yourself prior to commencing a negotiation, say it to yourself again. The negotiation power that your supplier will sense about you stems from outward evidence that you believe in yourself. Affirmations strengthen your belief in yourself.

Use Only Positive Statements – Suppliers who are trained in negotiation look for signs of weakness in you through your behavior and the words that you use. So never appear subservient or in doubt. For example, saying "Your brochure said that technical support is included with every purchase, but your proposal said that support is available for an extra charge. So I guess that you can't include support for free, right?" is weak. Don't expect to change a supplier's mind about the deal with words like that. Saying "Your brochure said that technical support is included with every purchase, but your proposal said that support is available for an extra charge. Let's fix that." sends the signal that you are confident and in control and that you have power.

Self-Assess – During a negotiation break, always ask yourself "Was I confident? Did not appearing confident hurt me? What can I do to appear more confident?"

(keep reading for a FREE Offer)

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.