It’s been a while since I’ve cited piece of sales education here, so I am a bit overdue. Fortunately, our student Oleg Puleyev, SPSM turned me on to a sales negotiation blog entitled “The Accidental Negotiator.”

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There was one post entitled “Deadlines Make Sales Negotiators Give It All Away” that I loved. Against much of the negotiation training that I had early in my career which preached avoiding deadlines at all costs, I teach how to use deadlines to your advantage as a procurement professional.

This post illuminates – from a sales perspective – why my strategies are so effective.

It says when salespeople “become aware of an approaching deadline, all too often we start to make big concessions to the other side of the table that we wouldn’t normally make” and this is because “humans have a [tendency] to make very bad decisions when we are under pressure. Clearly, the last few minutes of a negotiation is the worst time for us to be making concessions.”

You now have a little more insight into the minds of your suppliers. Use this insight to the advantage of your organization.

To Your Career,
Charles Dominick, SPSM
President & 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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