Next Level Purchasing - Helping Purchasers Become Indispensable
Home   |   Contact Us   |   Email This Article To A Friend
Photograph of Charles Dominick, SPSM This is the Web-based version of this article. Click here for the printer-friendly version.
  * More Purchasing Articles

Interpersonal Skills For Win-Win Negotiation

PurchTips - Edition # 25

By Charles Dominick


Will Your Counterpart Mind If You Succeed?

Colleagues want each other to succeed. Enemies hate to see each other succeed and will try to prevent such success.

Win-win negotiation is characterized by the fact that both parties feel like they ended up with a good deal. To achieve optimal results in a win-win negotiation, the parties must view the negotiation as a collaboration of colleagues rather than a clash of enemies.

So how do you create a collaborative, win-win atmosphere? It starts with having good interpersonal skills.

Here are three good techniques that you can use in negotiations as well as other interpersonal situations.

1. Listen To Your Counterpart
Each party in a negotiation has ideas. Each party wants those ideas heard. Grant your counterpart the courtesy of your attention. Doing so will earn you return attention and will create a collaborative atmosphere. Interrupting your counterpart will create an enemy that will feel satisfaction if you fail.

2. Acknowledge Your Counterpart's Ideas
Negotiators take pride in the ideas that they bring to the table. To discredit those ideas will hurt your counterpart's pride and, again, create a situation where your counterpart would love it if you fail. Instead of saying "That's a bad idea," say "That's an interesting idea, but it may not work in our situation. Let's explore variations of it."

3. Mention Mutual Success When Needed
If your counterpart becomes defensive, aggressive, or upset, remind him or her that you are seeking a win-win solution. Phrases like "We just have to work together to reach an agreement that works for both of us" or "I agree that this must be a win-win situation for us to work together" can be effective when used respectfully. You assure your counterpart of your interest in his or her success while also reminding him or her that you need to achieve certain goals, too. Win-win requires skills, not necessarily sacrifice.

Spotlight On Professional Development Opportunities

Are these 7 little-known negotiating mistakes letting your suppliers laugh all the way to the bank? Look, even if you've successfully negotiated price reductions, you may not be getting the best deals possible. Knowing a few techniques is not enough. You especially need to know what NOT to do in a negotiation. In just 15 minutes, Next Level Purchasing's 15-Minute Tutorial "Negotiation No-No's" will teach you how to avoid the common negotiation mistakes that can cost your organization dearly. A "virtual negotiation" exercise allows you to assess your negotiation prowess.

When you register, you will get immediate access to the tutorial. You can take the tutorial whenever you want to over a 60-day period.

Plus, your online learning experience is 100% risk-free. If you are not satisfied for any reason, let us know within 7 days and you'll get a hassle-free refund.

For more information on this 15-Minute Tutorial and other online classes for purchasing professionals, visit:

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

"Career Survival In Supply Management,"

follow the instructions at