Logic influences negotiation outcomes. Or at least negotiation expectations.
Big companies get good prices from their suppliers, who take a loss on the deals. Sole source suppliers propose high-margin prices and never lower them no matter how much kicking and screaming the buyer does.
Negotiations are also very heavily influenced by emotion. How the negotiators feel. Even if those feelings are inconsistent with logic.
So, as described in the article, go into a procurement negotiation with the goal of assuming the superior role to your counterpart's subordinate role. You can turn the tide of a negotiation scenario with what you say and how you act.
For example, which of the following do you think is the more peruasive thing to say?
- (Looking at your tablet) "Can you lower your price?"
- (Looking the supplier in the eye) "The bottom line is this: we cannot, will not pay the price you have proposed. We absolutely expect you to shave $10,000 off of it before we can get serious about moving forward."
Don't be meek. Interject some (well-controlled and still professional) attitude into your negotiation repertoire.To Your Career,
Charles Dominick, SPSM
President & Chief Procurement Officer
Next Level Purchasing, Inc.
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