{"id":3296,"date":"2014-03-10T19:52:00","date_gmt":"2014-03-10T19:52:00","guid":{"rendered":"https:\/\/www.certitrek.com\/nlpa\/2014\/03\/10\/utilizing-fear-when-negotiating-with-suppliers\/"},"modified":"2021-07-08T07:03:37","modified_gmt":"2021-07-08T11:03:37","slug":"utilizing-fear-when-negotiating-with","status":"publish","type":"post","link":"https:\/\/www.certitrek.com\/nlpa\/blog\/utilizing-fear-when-negotiating-with\/","title":{"rendered":"Utilizing Fear When Negotiating With Suppliers"},"content":{"rendered":"

I hope that you have enjoyed the article, What Suppliers Fear When Negotiating<\/em>.<\/p>\n

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

I only had room to begin touching on Fear #4:\u00a0 \u201cLosing Face.\u201d\u00a0 You are only one constituency to whom a supplier\u2019s sales rep could lose face.\u00a0 Another is his or her management.\u00a0 If that sales rep returns to headquarters after a negotiation session with you and reports that they agreed to the least profitable deal in the history of the company, that sales rep may not exactly be seen as a hero.<\/p>\n

Thus, the tug-of-war between pleasing you and getting the deal and pleasing management.<\/p>\n

In his book, Getting Past No:\u00a0 Negotiating Your Way From Confrontation to Cooperation<\/i>, William Ury advises that you, as a negotiator, have to build for your counterpart a \u201cgolden bridge.\u201d\u00a0 In part, this means that you have to help them save face with their constituents.<\/p>\n

Ury offers a few strategies for this, such as showing them how circumstances have changed between the time of refusing to budge and the time of agreement, getting a third party recommendation, and pointing to a standard of fairness.<\/p>\n

The book offers some additional strategies.\u00a0 Most of them are not directly applicable to modern procurement as written, but hopefully they give you enough ideas that you can adapt to your situation.<\/p>\n","protected":false},"excerpt":{"rendered":"

I hope that you have enjoyed the article, What Suppliers […]<\/p>\n","protected":false},"author":12,"featured_media":4044,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-3296","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-procurement"],"yoast_head":"\nUtilizing Fear When Negotiating With Suppliers - 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\/utilizing-fear-when-negotiating-with\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Utilizing Fear When Negotiating With Suppliers\" \/>\n<meta property=\"og:description\" content=\"I hope that you have enjoyed the article, What Suppliers […]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.certitrek.com\/nlpa\/blog\/utilizing-fear-when-negotiating-with\/\" \/>\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=\"2014-03-10T19:52:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-07-08T11:03:37+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.certitrek.com\/nlpa\/wp-content\/uploads\/sites\/5\/2020\/11\/nlpa-images-054.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=\"1 minute\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/utilizing-fear-when-negotiating-with\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/utilizing-fear-when-negotiating-with\/\"},\"author\":{\"name\":\"Galo Matagay\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/#\/schema\/person\/72d094fab77892483dfa6e061cb27eaa\"},\"headline\":\"Utilizing Fear When Negotiating With Suppliers\",\"datePublished\":\"2014-03-10T19:52:00+00:00\",\"dateModified\":\"2021-07-08T11:03:37+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/utilizing-fear-when-negotiating-with\/\"},\"wordCount\":231,\"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\/utilizing-fear-when-negotiating-with\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/utilizing-fear-when-negotiating-with\/\",\"url\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/utilizing-fear-when-negotiating-with\/\",\"name\":\"Utilizing Fear When Negotiating With Suppliers - 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