I hope that you have enjoyed the article “Negotiation Psychology That Suppliers Use.”

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To experienced purchasers, this article might be pretty basic. But there is an important point of this article that even the most seasoned negotiators must remind themselves of during each negotiation preparation.

That point is that it is not enough to have your own arsenal of negotiating tactics. You must also consider your counterpart’s game plan.

How many of us armchair quarterbacks watch a football game and say “They should have run the ball more” or “They should have exploited their passing attack?” When we say such things, what we don’t take into account is that the other team is using a defensive scheme that influences the play calling.

Similarly, the supplier’s tactics must influence our “play calling” in the context of a negotiation. The concepts taught in today’s article are a good first step in considering what the supplier is thinking and adjusting your negotiation approach accordingly for maximum results.

Let’s hope that the Steelers can expertly read the Jaguar’s game plan this Saturday and make the adjustments necessary to win.

To Your Career,
Charles Dominick, SPSM
President and Chief Procurement Officer
Next Level Purchasing, Inc.
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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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