PurchTips - Edition # 26

 

This is the Web-based version of this article. Click here for the printer-friendly version.
* More Purchasing Articles

Picture of Charles Dominick, SPSM, SPSM2, SPSM3

Power Negotiation Made Easy

By Charles Dominick, SPSM, SPSM2, SPSM3

Can You Be A Tougher Negotiator?

Many of us purchasing professionals sometimes feel that our negotiation style isn't "tough" enough. We feel that we could deliver better results if we had a more powerful negotiation style. But there is a misconception that "tough" negotiation requires an intimidating personality or superior on-your-toes thinking. Not true.

You can use these firm techniques to create the anxiety necessary to persuade a supplier to concede to your requests without being a "bull-in-a-china-shop":

Deadlines - Even though many negotiation books advise you to avoid deadlines, they can be very advantageous if used correctly. Having an absolute time by which your supplier must have its best and final offer on the table or risk losing the business will accelerate your receipt of the best deal. This principle is one of the reasons that reverse auctions are so effective.

Next Step Prerequisites - Suppliers will gladly haggle over less significant issues like packaging requirements, on-time delivery criteria, etc. to delay discussing the "big" things like price. By telling your supplier that you will not discuss peripheral issues until there is a satisfactory improvement on the significant negotiation points, you will get your supplier to his or her bottom line more quickly.

Use Cooling Off Periods - Some negotiations can drag on for months with little or no progress. This is usually because the supplier feels that you are "sold" and that you will no longer be able to delay acquiring the product or service. If you want to regain your leverage, tell your supplier that you are going to suspend contact with the supplier for seven days while you reassess the situation and your alternatives. Suppliers hate to be out of touch. A break from negotiations may persuade the supplier to reevaluate the importance of your business. In best-case scenarios, just the threat of a cooling off period will get your supplier "off the dime."

Use common sense when considering these techniques. They work best when you have alternatives to doing business with your negotiation counterpart and may not work well in all situations. Good luck!

(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!!!

The saying goes: "The only constant is change." Nowhere is that statement truer than in procurement and supply chain management - professions that have changed tremendously throughout the years.

Are you prepared for what's next in your chosen profession? Be certain that you are by reading "The Future Direction of Procurement & Supply Chain!"

Download This White Paper For FREE At:


www.NextLevelPurchasing.com/FDPS.


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.