{"id":3290,"date":"2014-04-08T13:00:00","date_gmt":"2014-04-08T13:00:00","guid":{"rendered":"https:\/\/www.certitrek.com\/nlpa\/2014\/04\/08\/your-supplier-needs-to-get-his-her-boss-involved-in-your-negotiation-now-what\/"},"modified":"2021-07-08T07:01:20","modified_gmt":"2021-07-08T11:01:20","slug":"your-supplier-needs-to-get-hisher-boss","status":"publish","type":"post","link":"https:\/\/www.certitrek.com\/nlpa\/blog\/your-supplier-needs-to-get-hisher-boss\/","title":{"rendered":"Your Supplier Needs To Get His\/Her Boss Involved In Your Negotiation…Now What?"},"content":{"rendered":"

I hope that you have enjoyed the article, \u201cIn Negotiations, Small Talk Can Be Huge.\u201d<\/span>
\n
\n<\/span>In the article, I mentioned that buyers can push for more concessions than a supplier\u2019s salesperson is authorized to give. \u00a0At that point, the salesperson will say \u201cI\u2019ll have to ask my boss if we can do that.\u201d<\/p>\n

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

I\u2019ve seen buyers react to this in various ways \u2013 some great, some atrocious \u2013 throughout the years. \u00a0Here are three reactions I\u2019ve observed and my commentary on each.<\/p>\n

\u201cOh, that\u2019s alright.\u201d<\/b> \u00a0This is the worst possible response. \u00a0It means that you have gotten all of the concessions you\u2019re going to get. \u00a0You\u2019ve given up. \u00a0Called it a day. \u00a0Thrown in the towel. \u00a0It probably comes from a polite person\u2019s innate desire not to inconvenience others. \u00a0But, let\u2019s face it, it is not in any buyer\u2019s job description to make suppliers\u2019 salespeople\u2019s lives as convenient as possible.<\/p>\n

\u201cOK.\u201d<\/b> \u00a0Unlike the previous response, the negotiation is staying alive and that\u2019s good. \u00a0And, as described in the article, the salesperson may in fact be an advocate that will go to bat for you and get a good deal. \u00a0But the opposite can be true, too. \u00a0So, even though the negotiation is still alive, you have conceded control. \u00a0And conceded control to someone who may have goals that are quite different than yours.<\/p>\n

\u201cThank you for that idea, but it may be a great time for me to meet your boss. \u00a0Why don\u2019t she and I have that conversation directly.\u201d<\/b> \u00a0A core principle of\u00a0powerful negotiation\u00a0is to negotiate directly with the people who have the authority to\u00a0give you what you are asking for. \u00a0This is your opportunity to do just that and ask for much more than your front-line sales counterpart would ever be\u00a0authorized to give. \u00a0Go for it!<\/p>\n","protected":false},"excerpt":{"rendered":"

I hope that you have enjoyed the article, \u201cIn Negotiations, […]<\/p>\n","protected":false},"author":12,"featured_media":4126,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-3290","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-procurement"],"yoast_head":"\nYour Supplier Needs To Get His\/Her Boss Involved In Your Negotiation...Now What? - 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\/your-supplier-needs-to-get-hisher-boss\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Your Supplier Needs To Get His\/Her Boss Involved In Your Negotiation...Now What?\" \/>\n<meta property=\"og:description\" content=\"I hope that you have enjoyed the article, \u201cIn Negotiations, […]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.certitrek.com\/nlpa\/blog\/your-supplier-needs-to-get-hisher-boss\/\" \/>\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=\"2014-04-08T13:00:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-07-08T11:01:20+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.certitrek.com\/nlpa\/wp-content\/uploads\/sites\/5\/2020\/11\/nlpa-images-136.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\/your-supplier-needs-to-get-hisher-boss\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/your-supplier-needs-to-get-hisher-boss\/\"},\"author\":{\"name\":\"Galo Matagay\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/#\/schema\/person\/72d094fab77892483dfa6e061cb27eaa\"},\"headline\":\"Your Supplier Needs To Get His\/Her Boss Involved In Your Negotiation…Now What?\",\"datePublished\":\"2014-04-08T13:00:00+00:00\",\"dateModified\":\"2021-07-08T11:01:20+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/your-supplier-needs-to-get-hisher-boss\/\"},\"wordCount\":338,\"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\/your-supplier-needs-to-get-hisher-boss\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/your-supplier-needs-to-get-hisher-boss\/\",\"url\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/your-supplier-needs-to-get-hisher-boss\/\",\"name\":\"Your Supplier Needs To Get His\/Her Boss Involved In Your Negotiation...Now What? 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