I hope you have enjoyed the article “How A Skilled Negotiator Prepares.”

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Point #1 in the article (A Skilled Negotiator Knows His Counterpart) is so critical, yet so overlooked. There are not many one-size-fits-all negotiating tactics.

You really have to know who your counterpart is to select the right tactics. If you’re a buyer who is new to a category and you’re negotiating against someone who has been selling products in that category every day for the past 20 years, you are at a disadvantage unless you prepare diligently and use the right tactics.

That’s why people hate used car salesmen. They feel that the salesmen got a great deal and the customer got ripped off. In many cases, it is just that the used car salesman is more experienced – he might be involved in 5 used car negotiations a day and the customer may be involved in one used car negotiation every five years.

The more you know what to expect in a negotiation, the more successful of a negotiator you’ll be.

To Your Career,
Charles Dominick, SPSM
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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