{"id":2880,"date":"2010-05-12T19:40:00","date_gmt":"2010-05-12T19:40:00","guid":{"rendered":"https:\/\/www.certitrek.com\/nlpa\/2010\/05\/12\/whitepaper-wednesday-a-negotiation-process\/"},"modified":"2021-07-27T08:28:41","modified_gmt":"2021-07-27T12:28:41","slug":"whitepaper-wednesday-a-negotiation-process","status":"publish","type":"post","link":"https:\/\/www.certitrek.com\/nlpa\/blog\/whitepaper-wednesday-a-negotiation-process\/","title":{"rendered":"Whitepaper Wednesday – A Negotiation Process"},"content":{"rendered":"

Welcome back to another installment of Whitepaper Wednesday here on the Purchasing Certification Blog. Today, I\u2019ll be reviewing a whitepaper entitled \u201cToward a Process View of Negotiations\u201d from the Calyptus Group.<\/p>\n

Don\u2019t miss updates on Procurement & Supply Chain, Subscribe here!<\/p>\n

The whitepaper begins with a litany of concepts introduced from negotiation books published over the past 30 years. It isn\u2019t exactly clear what the point is of this recitation, but the whitepaper does say \u201cThe writings over the last 25 years\u2026expound on the need for process, techniques, planning, and for decision-making. Can a new process be created based on the writings and learning about negotiations? This new process will be uncovered in the balance of this paper.\u201d<\/p>\n

While this introduction may whet one\u2019s appetite for the consummate approach to negotiation, the rest of the whitepaper simply applies a label to certain related activities that occur during most every negotiation. That\u2019s not a bad thing, but the process outlined is not exactly an elusive Holy Grail that was missing from all of the great negotiation books that have been published in the last three decades.<\/p>\n

So what is this process?<\/p>\n

Six steps:<\/p>\n

    \n
  1. Plan<\/li>\n
  2. Share<\/li>\n
  3. Collaborate<\/li>\n
  4. Problem-Solve<\/li>\n
  5. Decision Making<\/li>\n
  6. Record<\/li>\n<\/ol>\n

    There\u2019s not a whole lot of meat between the steps to give one an idea of how to conduct each sub-process. If I have to find one worthwhile section of this whitepaper to compliment, I\u2019d have to say that it is in the Share section. The author lists a few specific things to discuss in early negotiations to give the negotiators an understanding of the other party and to set the stage for collaboration. I do see this being an uncomfortable phase for negotiators and it is helpful to have some guidelines if you are uncomfortable breaking the ice.<\/p>\n

    That\u2019s about all I have to say about this whitepaper. Despite being 13 pages \u2013 about twice as long as most whitepapers I review \u2013 there\u2019s not a whole lot of substance. However, if a simply labeled negotiation process is what you\u2019ve been looking for, this whitepaper might be for you. You can download your own copy from Calyptus\u2019 website.<\/p>\n

    And, though I usually don\u2019t do any self-promotion in the Whitepaper Wednesday segment, I\u2019d feel I was cheating you if I didn\u2019t mention a more detailed approach for procurement negotiation: Next Level Purchasing\u2019s online class \u201cPowerful Negotiation For Successful Buying.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

    Welcome back to another installment of Whitepaper Wednesday here on […]<\/p>\n","protected":false},"author":12,"featured_media":4135,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2880","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-procurement"],"yoast_head":"\nWhitepaper Wednesday - A Negotiation Process - Next Level Purchasing Association (NLPA)<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.certitrek.com\/nlpa\/blog\/whitepaper-wednesday-a-negotiation-process\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Whitepaper Wednesday - A Negotiation Process - Next Level Purchasing Association (NLPA)\" \/>\n<meta property=\"og:description\" content=\"Welcome back to another installment of Whitepaper Wednesday here on […]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.certitrek.com\/nlpa\/blog\/whitepaper-wednesday-a-negotiation-process\/\" \/>\n<meta property=\"og:site_name\" content=\"Next Level Purchasing Association (NLPA)\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/NextLevelPurchasing\/\" \/>\n<meta property=\"article:published_time\" content=\"2010-05-12T19:40:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-07-27T12:28:41+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.certitrek.com\/nlpa\/wp-content\/uploads\/sites\/5\/2020\/11\/nlpa-images-145.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1600\" \/>\n\t<meta property=\"og:image:height\" content=\"1067\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Galo Matagay\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@nextlevelpurch\" \/>\n<meta name=\"twitter:site\" content=\"@nextlevelpurch\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Galo Matagay\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/whitepaper-wednesday-a-negotiation-process\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/whitepaper-wednesday-a-negotiation-process\/\"},\"author\":{\"name\":\"Galo Matagay\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/#\/schema\/person\/72d094fab77892483dfa6e061cb27eaa\"},\"headline\":\"Whitepaper Wednesday – A Negotiation Process\",\"datePublished\":\"2010-05-12T19:40:00+00:00\",\"dateModified\":\"2021-07-27T12:28:41+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/whitepaper-wednesday-a-negotiation-process\/\"},\"wordCount\":414,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/#organization\"},\"articleSection\":[\"Procurement\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.certitrek.com\/nlpa\/blog\/whitepaper-wednesday-a-negotiation-process\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/whitepaper-wednesday-a-negotiation-process\/\",\"url\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/whitepaper-wednesday-a-negotiation-process\/\",\"name\":\"Whitepaper Wednesday - 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