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