I hope that you have enjoyed the article “A Negotiation Technique With A New Name.”

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Using the “reverse differentiation” negotiation technique is a great first step towards becoming an effective win-win negotiator.

Experts say that traditional negotiation focuses on “dividing the pie” so that you get a bigger piece of the pie and that win-win negotiation focuses on “expanding the pie” so that both parties benefit moreso by collaborating rather than competing. This is true, but it is also an advanced approach to procurement negotiation.

If you’re just getting started as a negotiator, expanding the pie is a quantum leap. Using the reverse differentiation negotiation technique is a great intermediate step between being an adversarial negotiator and a seasoned expand-the-pie negotiator. It inspires you to “sell” the supplier on the benefits of working with you rather than beating the supplier up and stating the consequences of not agreeing to your every desire.

So if you’re not quite prepared for expanding the pie, using the reverse differentiation negotiation technique can really help you become more of a collaborative negotiator.

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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