I hope that you have enjoyed the article “Using Collaboration In Negotiation: 3 Steps.”

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Collaboration in negotiation can work wonders. But there is an important prerequisite to unlocking this highly effective approach to negotiating a mutually satisfactory – or win-win – deal.

What is that prerequisite?

It’s the willingness to collaborate from both parties.

It’s usually the buyer that gets stuck in old-school negotiation mode, but you will occasionally run into a seller that refuses to follow the three steps outlined in the article. When you do, here is a plea you can use…

“Look, we can handle this negotiation the old-fashioned way and lie, keep secrets, and be tough on each other. If we do, the likelihood of one of us being unhappy with the deal is high. And the one that ends up feeling like he lost just may be you. This is a three-year deal. That’s a long time to be reminded that one of us got beaten. So, before we relegate ourselves to negotiating like it’s the ’70’s, are you sure you don’t want to try to follow these three steps and see what we come up with?”

To Your Career,
Charles Dominick, SPSM, SPSM2
President & Chief Procurement Officer
Next Level Purchasing, Inc.
Struggling To Have A Rewarding Purchasing Career?
Earn Your SPSM® Certification Online At
Next Level Purchasing . com

Charles Dominick, SPSM, SPSM2, SPSM3

Charles Dominick, SPSM, SPSM2, SPSM3 is an internationally-recognized business expert, legendary procurement thought leader, award-winning entrepreneur, and provocative blogger. Charles founded the Next Level Purchasing Association in 2000, oversaw its incredible growth, and successfully led the organization to its acquisition by the Certitrek Group in 2016. He continues to blog and provide advisory services for the NLPA on a part-time basis as he incubates his upcoming business innovations. Charles is also the co-author of the wildly popular, groundbreaking book, "The Procurement Game Plan: Winning Strategies & Techniques For Supply Management Professionals."

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