I hope that you have enjoyed the article "Negotiating After 'No.'"
After reading the subject line, you're probably wondering what this "important ingredient" is. And I won't keep you in suspense.
The important ingredient often missing from purchasing professionals' negotiation recipes is persistence. Just because a supplier refuses a negotiation request of yours doesn't mean that you should give up.
Keep trying. Be the proverbial "broken record."
When you demonstrate how important to your company that an issue actually is, you'll often be surprised at the creativity that the supplier generates at some point in coming up with a solution that satisfies you.
Suppliers get tired of saying "no." Your persistence can gently nudge them to figure out something positive to respond with instead of that dreaded two-letter word...
To Your Career,
Charles Dominick, SPSM
President & Chief Procurement Officer
Next Level Purchasing, Inc.
Struggling To Have A Rewarding Purchasing Career?
Earn Your SPSM® Certification Online At
http://www.NextLevelPurchasing.com
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3 comments:
We have found that it is valuable to ask a salesperson how we can help them reach their goals. If someone who has some discretiionary latitude feels like you are interested in their success, they may work much harder to establish a quid-pro-quo for the help you offer them.
Abe Podolak
Source One Management Services
It might also be useful to avoid the situation in the first place. I guess this can be done in your negotiation planning stage. Having thought about the questions you are going to ask you should also think about the variouse answers you're going to get back. Think about how you're going to deal with a great big 'NO'. It might be you need to build your argument or questions differently before your final crucial one.
Negotiating on the 'hoof' is far more problamatic than leading your opponent down the path you planned and want.
Also, try avoiding closed questions where a NO is an option in the first place.
Just a thought.
Phil Brown
Thanks Abe and Phil for your comments. You both offer good advice.
There are many negotiation tactics that can be used. Some are even opposite ways of approaching the same issue. The trick is to knowing which tactic to use in which situation.
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