{"id":3266,"date":"2013-04-22T18:47:00","date_gmt":"2013-04-22T18:47:00","guid":{"rendered":"https:\/\/www.certitrek.com\/nlpa\/2013\/04\/22\/more-about-procurement-negotiation-offers\/"},"modified":"2021-07-08T06:48:06","modified_gmt":"2021-07-08T10:48:06","slug":"more-about-procurement-negotiation","status":"publish","type":"post","link":"https:\/\/www.certitrek.com\/nlpa\/blog\/more-about-procurement-negotiation\/","title":{"rendered":"More About Procurement Negotiation Offers"},"content":{"rendered":"<p>I hope that you have enjoyed the article \u201cThe Art of the Procurement Negotiation Offer.\u201d<\/p>\n<p>Don\u2019t miss updates on Procurement &amp; Supply Chain, Subscribe here!<\/p>\n<p>I wanted to expand a bit on Tip #3 \u2013 \u201cPredict the Likelihood of Scaring the Supplier Away.\u201d\u00a0 For some of you, you may think that it is unrealistic for a supplier to be scared away.\u00a0 They are in the business to sell, right?<\/p>\n<p>Well, yes, but there is a line that can be crossed that can send the supplier running for the door.\u00a0 That \u201cline\u201d can vary from situation to situation, but here are some variables that can make a supplier less willing to put up with hardball negotiation:<\/p>\n<ul>\n<li>If the supplier is already performing well, financially, and has plenty of other prospective clients competing for its capacity<\/li>\n<li>If the supplier is a service-provider and your contact is the person providing the service.\u00a0 These people may take personal offense to a \u201clow-ball\u201d offer and feel that you are devaluing their personal work.<\/li>\n<li>If the supplier has many clients, making your organization more of a \u201cnumber\u201d and less essential<\/li>\n<li>If your organization has no marketing value to them other than the payments that you will make (i.e., giving them a testimonial would not be of value because other prospective clients would not recognize, or be impressed by, your organization\u2019s name on the supplier\u2019s customer list)<\/li>\n<li>If your choice of words takes on characteristics of a personal attack<\/li>\n<\/ul>\n<p>I\u2019ve been involved in countless procurement negotiations over the past nearly 20 years.\u00a0 And I\u2019ve only had two suppliers walk away from doing business with me.\u00a0 But the fact that it has happened to me means that it can happen to you, so acknowledge the possibility.<\/p>\n<p>By the way, I do not regret either of the times suppliers have walked away.\u00a0 In both cases, I found excellent (perhaps even better) suppliers.\u00a0 Plus, I learned from the experience.\u00a0 Finally, I validated my personal belief that I do push things to, but not over, the line when I negotiate, which is a better alternative than being too soft and depriving your organization of profits that it deserves.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I hope that you have enjoyed the article \u201cThe Art [&hellip;]<\/p>\n","protected":false},"author":12,"featured_media":4058,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-3266","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-procurement"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.4 (Yoast SEO v19.13) - 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