PurchTips - Edition # 25

 

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

Interpersonal Skills For Win-Win Negotiation

By Charles Dominick, SPSM, SPSM2, SPSM3

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.

Do You Want a More Rewarding Procurement Career?

Are you tired of not getting enough opportunities, respect, and money out of your procurement career? Well, guess what? Nothing will change unless you take action towards becoming a world-class procurement professional.

Earning your SPSM® Certification is the action to take if you want to bring the most modern procurement practices into your organization and achieve your career potential. Download the SPSM Certification Guide today to learn how to get started on your journey to a more rewarding procurement career!

Download

Need Better Performance From Your Procurement Team?

Are you a procurement leader whose team isn't achieving the results you know are possible? Maybe it's not enough cost savings. Or frustrating performance from the supply base. Or dissatisfied internal customers.

You need a performance improvement plan that's easy to implement and quick to produce results. The NLPA can help.

Download our whitepaper "The Procurement Leader's Guide To A More Successful Team." You'll learn the 7 steps for transforming your staff into a results-producing, world-class procurement team.

Download

Are You Getting The Most Out of Your NLPA Membership?

Members of the NLPA get more than just articles like this by email. As a member, you also get access to:

  • The Procurement Training & Certification Starter Kit
  • The latest Purchasing & Supply Management Salaries Report
  • Leading-Edge Supply Management™ magazine
  • Members-only webinars 10x per year
  • And more!

If you haven't been taking advantage of these benefits, why not log in and start now?

LoginJoin