The Superior Negotiation Advantage
PurchTips edition #177
How Easily Can You Get A Negotiation Advantage?
In almost every negotiation, a dynamic between the negotiators determines how good of a deal you get. Very few negotiations are interactions between equals - one side is superior and one side is subordinate.
Can you guess which side gets the better deal?
Of course, the superior does. So, establish yourself as the superior early by applying these techniques.
Make The Transition To Business Discussion Yourself Most negotiations begin with non-business discussion. This can be helpful in building rapport and perhaps even getting useful information, so you want to engage in it. However, the party that makes the transition to the agenda of the negotiation is the one that creates a sense of superiority.
Make & Maintain Eye Contact Looking into someone's eyes conveys seriousness. It can also be uncomfortable for both parties. But if you're more comfortable with eye contact than your supplier, that's a negotiation advantage. Look into a supplier representative's eyes almost the entire time. Looking away or down indicates weakness which will enable the supplier to assume the superior role.
Act Like The Decision-Maker (Even If You're Not) When a supplier knows that you simply are taking a deal to your management to be decided upon, the supplier is not inclined to give you the best deal. After all, your management may not know much about the market and may blindly accept a higher-than-market price. If the supplier thinks that you are the person that needs to be pleased in order to win the business, you will relegate the supplier to the subordinate role.
Act Like Nothing Is Impossible If you go into a negotiation thinking about all of the reasons the supplier has more leverage, you are destined to lose. If a supplier explains why a better deal isn't possible, say something to indicate high expectations like "That sounds like a challenge. But you're a smart guy/woman. I bet you can find a solution."
Show Some Freakin' Passion! Raise and lower your voice. Use non-profane hand gestures to emphasize your points. Use creative phrases.
There are two roles available for you in a negotiation. Choose to be the superior, not the subordinate.
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!
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.
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?
Copyright 2009. This article is the property of Next Level Purchasing and may not be copied or republished in any form without the express written consent of Next Level Purchasing.
Click here to request republishing permission.
By Charles Dominick, SPSM, SPSM2, SPSM3
Other Editions of PurchTips:
|« 176 Supply Disruptions Don't Have To Be Fatal||178 Are You Chief Procurement Officer Material? »|