{"id":3306,"date":"2014-01-14T16:10:00","date_gmt":"2014-01-14T16:10:00","guid":{"rendered":"https:\/\/www.certitrek.com\/nlpa\/2014\/01\/14\/compromising-in-negotiations-what-it-is-what-it-isnt\/"},"modified":"2021-07-08T07:07:45","modified_gmt":"2021-07-08T11:07:45","slug":"compromising-in-negotiations-what-it-is","status":"publish","type":"post","link":"https:\/\/www.certitrek.com\/nlpa\/blog\/compromising-in-negotiations-what-it-is\/","title":{"rendered":"Compromising in Negotiations: What It Is, What It Isn’t"},"content":{"rendered":"

I hope that you enjoyed the article, How To Use The 4C Negotiation Strategies<\/em>.<\/p>\n

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

I wanted to use this post to elaborate a little more about the third \u201cC\u201d: Compromising.<\/p>\n

At a previous employer, I had the opportunity to sit in on an interview with a candidate for a Senior Buyer position. In this particular instance, I didn\u2019t have any decision-making authority but could certainly influence the decision, which was being made by two higher-ranking procurement executives.<\/p>\n

The gentleman being interviewed was a very sharp individual and seemed to be perfectly qualified for the position. I kind of liked him.<\/p>\n

However, he was asked a question and, with his answer, he just blew his opportunity to get the job.<\/p>\n

Actually, the \u201cquestion\u201d wasn\u2019t a question, per se<\/i>. It was one of those classic behavioral interviewing conversation starters.<\/p>\n

One of the interviewers said, \u201cTell me about a time when you had to compromise in a procurement negotiation.\u201d The interviewee looked nervous, taking a minute to dig through his memory banks for an example.<\/p>\n

He then proceeded to tell a story about a time when he asked for a concession from a supplier, the supplier refused and, after much back-and-forth, he ended up accepting the supplier\u2019s terms. The interviewees asked a couple of follow up questions to confirm that this gentleman didn\u2019t get any more value from the supplier through that conversation.<\/p>\n

The interviewee sensed that he messed up. He asked, \u201cWas that a bad example?\u201d and the interviewers admitted that they were looking for a story that demonstrated more of a split-the-difference type of scenario and they quickly moved on to additional questions.<\/p>\n

The interviewee performed well for the rest of the interview. But he wasn\u2019t offered the job.<\/p>\n

He basically lost the job on the compromise question. He gave an example of \u201cCaving In\u201d when he was asked for an example of \u201cCompromising.\u201d<\/p>\n

Now, when most of us prepare for purchasing job interviews, we tend to prepare our stories of successes. Compromising can feel more like a negotiation failure. So, many of us may be like the interviewee in this example \u2013 without a story prepared about our failures.<\/p>\n

To me, this story demonstrates a couple of valuable lessons. First, always make sure that you use the \u201c4C\u201d negotiation strategies in order and don\u2019t skip any steps. In other words, don\u2019t cave in if you didn\u2019t try to compromise first. Second, while continuing to make sure to prepare your success stories for job interviews, also prepare some stories about your not-so-successful efforts. Of course, end those stories with a positive \u2013 what you learned, what you accomplished in spite of the failure, how everything turned out good in the end, or a similar \u201csilver lining.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

I hope that you enjoyed the article, How To Use […]<\/p>\n","protected":false},"author":12,"featured_media":4036,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-3306","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-procurement"],"yoast_head":"\nCompromising in Negotiations: What It Is, What It Isn't - 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\/compromising-in-negotiations-what-it-is\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Compromising in Negotiations: What It Is, What It Isn't\" \/>\n<meta property=\"og:description\" content=\"I hope that you enjoyed the article, How To Use […]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.certitrek.com\/nlpa\/blog\/compromising-in-negotiations-what-it-is\/\" \/>\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=\"2014-01-14T16:10:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-07-08T11:07:45+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.certitrek.com\/nlpa\/wp-content\/uploads\/sites\/5\/2020\/11\/nlpa-images-045.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=\"3 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\/compromising-in-negotiations-what-it-is\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/compromising-in-negotiations-what-it-is\/\"},\"author\":{\"name\":\"Galo Matagay\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/#\/schema\/person\/72d094fab77892483dfa6e061cb27eaa\"},\"headline\":\"Compromising in Negotiations: What It Is, What It Isn’t\",\"datePublished\":\"2014-01-14T16:10:00+00:00\",\"dateModified\":\"2021-07-08T11:07:45+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/compromising-in-negotiations-what-it-is\/\"},\"wordCount\":482,\"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\/compromising-in-negotiations-what-it-is\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/compromising-in-negotiations-what-it-is\/\",\"url\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/compromising-in-negotiations-what-it-is\/\",\"name\":\"Compromising in Negotiations: What It Is, What It Isn't - 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