Bad Negotiation Habits: Break Them Today!<\/h3><\/div><\/div><\/div>PurchTips edition #210<\/p>\n<\/div>
Do You Have Any Of These Bad Negotiation Habits?<\/h4><\/div><\/div><\/div>Bad Habit #1: Not Sharing Information.<\/b> When negotiating, some buyers withhold information from suppliers. For example, a supplier may ask about the size of your budget. Some buyers refuse to share that, thinking that the supplier will inflate its prices to capture every bit of that budget money.<\/p>\n
While you and your supplier may have a few opposing interests, the goal is for you to work together as partners – not opponents – at some point. This means that it may benefit you to share certain information at some point in the negotiation.<\/p>\n
If a supplier knew the budget constraints you have, it might recommend and\/or customize a solution that works optimally for the amount of money you have available. Without knowledge of your constraints, your supplier is left guessing and may end up proposing a solution that is too expensive or not optimal for the budget you have.<\/p>\n
Bad Habit #2: Overusing The Word “Honest.”<\/b> Some people use the word “honest” as a “filler” in their conversations. “Honestly, I never thought about that” and “To be honest with you, we don’t have enough money to pay that much” are two examples of how “honest” is commonly used.<\/p>\n
But when prefacing a statement with a “disclaimer of honesty,” the other person may think that other things you’ve said were not honest. Trust is important in negotiation for a supplier to know that you will stand by your commitments when they improve their terms for you. Disclaimers of honesty don’t build trust. They degrade it.<\/p>\n
So, if you catch yourself about to use a disclaimer of honesty, use the word “frank” or “frankly” instead. For example, “To be frank with you, your price is substantially higher than we’re able to pay.”<\/p>\n
Become a member of one of the world\u2019s largest procurement associations today.<\/a><\/p>\n\u00a0<\/p>\n
Recommended Reading<\/strong><\/p>\n\n- 7 Steps for Negotiating Optional Procurements<\/a><\/li>\n
- 8 Bad Negotiation Assumptions<\/a><\/li>\n
- Basics of Smart International Procurement<\/a><\/li>\n
- Championship-Caliber Negotiation Preparation<\/a><\/li>\n
- Creative Negotiation for Buyers<\/a><\/li>\n
- Incorporating Value-Driven Procurement Into Negotiations<\/a><\/li>\n
- Making the Right Negotiation First Impression<\/a><\/li>\n
- Negotiation Checklist<\/a><\/li>\n
- Negotiation No-No’s<\/a><\/li>\n
- Powerful Negotiation for Successful Buying<\/a><\/li>\n<\/ul>\n
Visit NLPA Learning<\/strong><\/a>, the new home to all of our certifications and online courses. NLPA Learning also includes learning resources, including live and on-demand webinars, publications and reports, articles, templates, white papers, and more!<\/p>\n\u00a0<\/p>\n<\/div><\/div><\/div><\/div><\/div>
Do You Want a More Rewarding Procurement Career?<\/h5><\/div>![](\"https:\/\/www.certitrek.com\/nlpa\/wp-content\/uploads\/sites\/5\/2020\/12\/spsm_verify.jpg\" "\\"spsm_verify\\"")
<\/span><\/div>Are you tired of not getting enough opportunities, respect, and money out of your procurement career? Well, guess what? Nothing will change unless you take action towards becoming a world-class procurement professional.<\/p>\n
Earning your SPSM Certification is the action to take if you want to bring the most modern procurement practices into your organization and achieve your career potential. Download the SPSM Certification Guide today to learn how to get started on your journey to a more rewarding procurement career!<\/p>\n<\/div>
Download<\/span><\/a><\/div><\/div><\/div>Need Better Performance From Your Procurement Team?<\/h5><\/div>![](\"https:\/\/www.certitrek.com\/nlpa\/wp-content\/uploads\/sites\/5\/2020\/12\/services.jpg\" "\\"services\\"")
<\/span><\/div>Are you a procurement leader whose team isn\u2019t achieving the results you know are possible? Maybe it\u2019s not enough cost savings. Or frustrating performance from the supply base. Or dissatisfied internal customers.<\/p>\n
You need a performance improvement plan that\u2019s easy to implement and quick to produce results. The NLPA can help.<\/p>\n
Download our whitepaper \u201cThe Procurement Leader\u2019s Guide To A More Successful Team.\u201d You\u2019ll learn the 7 steps for transforming your staff into a results-producing, world-class procurement team.<\/p>\n<\/div>
PurchTips edition #210<\/p>\n<\/div>
Do You Have Any Of These Bad Negotiation Habits?<\/h4><\/div><\/div><\/div>Bad Habit #1: Not Sharing Information.<\/b> When negotiating, some buyers withhold information from suppliers. For example, a supplier may ask about the size of your budget. Some buyers refuse to share that, thinking that the supplier will inflate its prices to capture every bit of that budget money.<\/p>\n
While you and your supplier may have a few opposing interests, the goal is for you to work together as partners – not opponents – at some point. This means that it may benefit you to share certain information at some point in the negotiation.<\/p>\n
If a supplier knew the budget constraints you have, it might recommend and\/or customize a solution that works optimally for the amount of money you have available. Without knowledge of your constraints, your supplier is left guessing and may end up proposing a solution that is too expensive or not optimal for the budget you have.<\/p>\n
Bad Habit #2: Overusing The Word “Honest.”<\/b> Some people use the word “honest” as a “filler” in their conversations. “Honestly, I never thought about that” and “To be honest with you, we don’t have enough money to pay that much” are two examples of how “honest” is commonly used.<\/p>\n
But when prefacing a statement with a “disclaimer of honesty,” the other person may think that other things you’ve said were not honest. Trust is important in negotiation for a supplier to know that you will stand by your commitments when they improve their terms for you. Disclaimers of honesty don’t build trust. They degrade it.<\/p>\n
So, if you catch yourself about to use a disclaimer of honesty, use the word “frank” or “frankly” instead. For example, “To be frank with you, your price is substantially higher than we’re able to pay.”<\/p>\n
Become a member of one of the world\u2019s largest procurement associations today.<\/a><\/p>\n\u00a0<\/p>\n
Recommended Reading<\/strong><\/p>\n\n- 7 Steps for Negotiating Optional Procurements<\/a><\/li>\n
- 8 Bad Negotiation Assumptions<\/a><\/li>\n
- Basics of Smart International Procurement<\/a><\/li>\n
- Championship-Caliber Negotiation Preparation<\/a><\/li>\n
- Creative Negotiation for Buyers<\/a><\/li>\n
- Incorporating Value-Driven Procurement Into Negotiations<\/a><\/li>\n
- Making the Right Negotiation First Impression<\/a><\/li>\n
- Negotiation Checklist<\/a><\/li>\n
- Negotiation No-No’s<\/a><\/li>\n
- Powerful Negotiation for Successful Buying<\/a><\/li>\n<\/ul>\n
Visit NLPA Learning<\/strong><\/a>, the new home to all of our certifications and online courses. NLPA Learning also includes learning resources, including live and on-demand webinars, publications and reports, articles, templates, white papers, and more!<\/p>\n\u00a0<\/p>\n<\/div><\/div><\/div><\/div><\/div>
Do You 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? Well, guess what? Nothing will change unless you take action towards becoming a world-class procurement professional.<\/p>\n
Earning your SPSM Certification is the action to take if you want to bring the most modern procurement practices into your organization and achieve your career potential. Download the SPSM Certification Guide today to learn how to get started on your journey to a more rewarding procurement career!<\/p>\n<\/div>
Download<\/span><\/a><\/div><\/div><\/div>Need Better Performance From Your Procurement Team?<\/h5><\/div><\/span><\/div>Are you a procurement leader whose team isn\u2019t achieving the results you know are possible? Maybe it\u2019s not enough cost savings. Or frustrating performance from the supply base. Or dissatisfied internal customers.<\/p>\n
You need a performance improvement plan that\u2019s easy to implement and quick to produce results. The NLPA can help.<\/p>\n
Download our whitepaper \u201cThe Procurement Leader\u2019s Guide To A More Successful Team.\u201d You\u2019ll learn the 7 steps for transforming your staff into a results-producing, world-class procurement team.<\/p>\n<\/div>
Bad Habit #1: Not Sharing Information.<\/b> When negotiating, some buyers withhold information from suppliers. For example, a supplier may ask about the size of your budget. Some buyers refuse to share that, thinking that the supplier will inflate its prices to capture every bit of that budget money.<\/p>\n
While you and your supplier may have a few opposing interests, the goal is for you to work together as partners – not opponents – at some point. This means that it may benefit you to share certain information at some point in the negotiation.<\/p>\n
If a supplier knew the budget constraints you have, it might recommend and\/or customize a solution that works optimally for the amount of money you have available. Without knowledge of your constraints, your supplier is left guessing and may end up proposing a solution that is too expensive or not optimal for the budget you have.<\/p>\n
Bad Habit #2: Overusing The Word “Honest.”<\/b> Some people use the word “honest” as a “filler” in their conversations. “Honestly, I never thought about that” and “To be honest with you, we don’t have enough money to pay that much” are two examples of how “honest” is commonly used.<\/p>\n
But when prefacing a statement with a “disclaimer of honesty,” the other person may think that other things you’ve said were not honest. Trust is important in negotiation for a supplier to know that you will stand by your commitments when they improve their terms for you. Disclaimers of honesty don’t build trust. They degrade it.<\/p>\n
So, if you catch yourself about to use a disclaimer of honesty, use the word “frank” or “frankly” instead. For example, “To be frank with you, your price is substantially higher than we’re able to pay.”<\/p>\n
Become a member of one of the world\u2019s largest procurement associations today.<\/a><\/p>\n \u00a0<\/p>\n Recommended Reading<\/strong><\/p>\n Visit NLPA Learning<\/strong><\/a>, the new home to all of our certifications and online courses. NLPA Learning also includes learning resources, including live and on-demand webinars, publications and reports, articles, templates, white papers, and more!<\/p>\n \u00a0<\/p>\n<\/div><\/div><\/div><\/div><\/div> Are you tired of not getting enough opportunities, respect, and money out of your procurement career? Well, guess what? Nothing will change unless you take action towards becoming a world-class procurement professional.<\/p>\n Earning your SPSM Certification is the action to take if you want to bring the most modern procurement practices into your organization and achieve your career potential. Download the SPSM Certification Guide today to learn how to get started on your journey to a more rewarding procurement career!<\/p>\n<\/div> Are you a procurement leader whose team isn\u2019t achieving the results you know are possible? Maybe it\u2019s not enough cost savings. Or frustrating performance from the supply base. Or dissatisfied internal customers.<\/p>\n You need a performance improvement plan that\u2019s easy to implement and quick to produce results. The NLPA can help.<\/p>\n Download our whitepaper \u201cThe Procurement Leader\u2019s Guide To A More Successful Team.\u201d You\u2019ll learn the 7 steps for transforming your staff into a results-producing, world-class procurement team.<\/p>\n<\/div>\n
Do You Want a More Rewarding Procurement Career?<\/h5><\/div>
<\/span><\/div>Need Better Performance From Your Procurement Team?<\/h5><\/div>
<\/span><\/div>
![](\"https:\/\/www.certitrek.com\/nlpa\/wp-content\/uploads\/sites\/5\/2020\/12\/services-contracting.jpg\" "\\"services-contracting\\"")
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