I hope that you have enjoyed the article, \u201c3 Risky Negotiation Approaches.\u201d<\/p>\n
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A risky negotiation approach that was not mentioned in the article was to negotiate hard enough to push your supplier to the brink of walking away from the business.\u00a0 Unfortunately, if you are willing to negotiate that hard in today\u2019s world of win-win negotiation, there is a chance that your supplier will indeed walk away and essentially refuse to do business with your organization.<\/p>\n
So, what do you do?<\/p>\n
If you run into a situation where you\u2019ve pushed a supplier so hard that the supplier would rather have its pride than your organization\u2019s money, that doesn\u2019t mean that a deal isn\u2019t possible.\u00a0 But it does mean that you\u2019d be unlikely to continue to negotiate yourself with any semblance of leverage.<\/p>\n
If you come back and try to convince the supplier to reconsider, it\u2019s almost like groveling.\u00a0 And, if you\u2019re groveling, it\u2019s unlikely you\u2019ll be able to persuade the supplier to make any more concessions.\u00a0 At that point, the supplier will be pretty certain that they are more valuable to you than you are to them.\u00a0 All tentative agreements made during the negotiation to date may be off the table and you\u2019ll be starting from square one.<\/p>\n
Therefore, if that unfortunate situation ever comes to be, the best approach is probably to have a new negotiator from your side take over the negotiation.\u00a0 A \u201cgood cop,\u201d if you will.\u00a0 This person can separate your behavior \u2013 which the supplier obviously found reprehensible \u2013 from the intent of the organization and can begin repairing the relationship and, hopefully, resuming the negotiation from the point just prior to it going off the rails.<\/p>\n
It\u2019s not the best of situations.\u00a0 But it may be better than settling for a second-best supplier and the embarrassment that you ruined a potentially good deal.<\/p>\n","protected":false},"excerpt":{"rendered":"
I hope that you have enjoyed the article, \u201c3 Risky […]<\/p>\n","protected":false},"author":12,"featured_media":4110,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-3413","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-procurement"],"yoast_head":"\n