PurchTips - Edition # 41

 

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Picture of Charles Dominick, SPSM, SPSM2, SPSM3

Negotiation's Newest Purpose

By Charles Dominick, SPSM, SPSM2, SPSM3

More Than A Way To Get The Best Deal

Traditionally, the purpose of negotiation was simple: use persuasion techniques and leverage to get the best deal for your organization which, presumably, is less than the best deal for your counterpart.

And there is no doubt that getting a good deal is vitally important and that negotiation is a key way to get a good deal. But, in today's supply management environment, negotiation is more than a game to determine a winner.

A prominent characteristic of today's supply management environment is the focus on developing healthy supplier relationships for competitive advantage. When do these healthy relationships start? After doing business for 10 years? After collaboration on a joint project? After the first supplier performance review?

No. These relationships start at the negotiation table. The side-by-side collaboration inherent in negotiation enables you to observe several things about a supplier. These observations can help you decide whether the supplier is an appropriate long-term partner.

Here are some questions that can help you determine how well a supplier will integrate into your organization:

  • Is the supplier interested in my long-term success?
  • Is the supplier able to make decisions quickly or is there a "behind-closed-doors" decision process?
  • Is the supplier flexible or does the supplier insist on doing business according to its own business model?

Asking these types of questions can help you predict how the relationship will work after the first purchase order is issued. You may see some promising signs. You may see some warning signals. Don't ignore them.

Believe it or not, the supplier may be observing similar things about you. The supplier may perceive you as having the potential of being a "high maintenance customer" and pad its pricing accordingly.

As you see, negotiation has taken on a new role. So view your next negotiation as the first step in a long-term relationship. It will help you select a supplier that is best for the future of your organization.

(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



FREE Offer!!!

There are four irreversible business and technology trends that are likely to cost purchasers like you their jobs in the next 12 months. Do you know what they are? Do you know how to protect yourself from their effects? If not, you should get your FREE report entitled "Career Survival In Supply Management."

"Career Survival In Supply Management" describes these four trends and how they are steadily decreasing the number of purchasing jobs in today's volatile global economy. It then gives you a seven-step process to stay in the game under the new rules. If you want to remain in the purchasing profession for years to come, you owe it to yourself to check out this report!

To get your FREE copy of

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follow the instructions at
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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.