{"id":11210,"date":"2021-04-07T03:14:51","date_gmt":"2021-04-07T07:14:51","guid":{"rendered":"https:\/\/www.certitrek.com\/nlpa\/?page_id=11210"},"modified":"2021-10-05T11:20:41","modified_gmt":"2021-10-05T15:20:41","slug":"the-negotiation-before-the-negotiation-part-i","status":"publish","type":"page","link":"https:\/\/www.certitrek.com\/nlpa\/news\/purchasing-articles\/the-negotiation-before-the-negotiation-part-i\/","title":{"rendered":"The Negotiation Before The Negotiation, Part I"},"content":{"rendered":"

The Negotiation Before The Negotiation, Part I<\/h3><\/div><\/div><\/div>

PurchTips edition #419<\/p>\n<\/div>

Are You Truly Prepared To Negotiate?<\/h4><\/div><\/div><\/div>

When preparing for a negotiation, it is common to identify the issues to be negotiated, decide on negotiating tactics to use on your supplier, think through what your supplier may say and practice saying the words you\u2019ll use during the negotiation. Those are\u00a0all necessary components of negotiation preparation.<\/strong><\/p>\n

But, they are not enough. To truly reach your potential in a negotiation, you need to understand some key things about your supplier. This three-part PurchTips series will focus on three major things you need to know about your supplier before beginning a negotiation. How do you get to know them? You can research your supplier and\/or you could \u2013 get this \u2013 ask your supplier contact!<\/p>\n

If you need to ask your supplier contact, you would ideally ask him\/her in person, as you\u2019re most likely to get an honest answer. Learning these things can be a negotiation in itself. And, communicating in writing during a negotiation allows your counterpart too much time to think and provide answers intended to influence you rather than answers intended to give you exactly the information you need to influence your counterpart! Here is the first of the things you need to know about your supplier. Two more will be coming in the next edition of PurchTips.<\/p>\n

What is your supplier\u2019s priority?\u00a0 When many people think of sales, they think that the priority of a sales organization is to get as high a monetary volume of sales as possible, irrespective of anything else. And, yes, sometimes that\u2019s true.\u00a0 But, other times, it\u2019s not. Some sales organization\u2019s place a higher priority on gross profit. Others\u2019 priority may be increasing market share or landing a well-known client. You cannot reach your potential in negotiating with a supplier unless you know what its priority is. Knowing a supplier\u2019s priority helps you determine how flexible a supplier is likely to be when a supplier is bluffing and what other concessions you can pursue when a supplier no longer concedes to your requests for improvements on certain terms like the price.<\/p>\n

NLPA Library:<\/strong>\u00a0Looking for authoritative\u00a0procurement templates<\/a><\/strong>, tools, webinars, and more?\u00a0 Stop trying to create resources\u00a0from scratch and start taking advantage\u00a0of having exactly what you need right at your fingertips in the NLPA Library.<\/p>\n<\/div><\/div><\/div><\/div><\/div>

Want A More Rewarding Procurement Career?<\/h5><\/div>
<\/span><\/div>

Are you tired of not getting enough opportunities, respect, and money out of your procurement career? Nothing will change unless you take action towards becoming a world-class procurement professional. Work your way up NLPA\u2019s CPO Suite Programs, an enhanced version of our SPSM certifications and bring the most modern procurement practices into your organization and achieve your career potential.<\/p>\n

Download our NLPA Course Catalog<\/strong> for a comprehensive list of the CPO Certification Programs and their corresponding modules per level.<\/p>\n<\/div>

Download<\/span><\/a><\/div>