I hope that you have enjoyed the article, \u201cNegotiating Your Spot Buys.\u201d<\/p>\n
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This article was inspired after an NLPA member asked me for advice related to negotiating his spot buys.\u00a0 He described his situation where his suppliers began reacting the same way to his negotiation attempts, saying \u201cWe\u2019re as low as we can go on this.\u201d<\/p>\n
His reaction when he got this type of response from suppliers?<\/p>\n
He placed the order anyway.\u00a0 Every time.<\/p>\n
What\u2019s wrong with this picture?<\/p>\n
This behavior had two things wrong with it:
\n1.\u00a0 It provided a reward for the exact opposite of the desired behavior; and
\n2.\u00a0 It became predictable<\/p>\n
Rewarding the opposite of what you want and doing it predictably are not the way to greater negotiation results.\u00a0 And nothing will change unless this gentleman changes his approach.\u00a0 There\u2019s a saying that goes something like \u201cIf you do what you\u2019ve always done, you\u2019ll get what you\u2019ve always gotten.\u201d\u00a0 This very much applies to negotiation.<\/p>\n
The advice I provided to this gentleman was much of what I wrote in the article.\u00a0 I hope that it helps him.\u00a0 And, if you\u2019re in a similar situation, I hope that it helps you.\u00a0 If you\u2019re not in that situation, I hope that it serves as a reminder to continuing thinking of new ways to approach negotiations, even for spend as seemingly insignificant as your spot buys.<\/p>\n
Look, even if each spot buy order is only $2,000, if you save an extra $250 or so per day on your spot buys by applying the simple things you learned in the article, you can almost justify your salary on spot buy cost savings alone!<\/p>\n","protected":false},"excerpt":{"rendered":"
I hope that you have enjoyed the article, \u201cNegotiating Your […]<\/p>\n","protected":false},"author":12,"featured_media":4032,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-3338","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-procurement"],"yoast_head":"\n