STEP 1

How to negotiate?,... Define the goal to be attained.

As I said in the post before I have been working for several years as buyer, from 2001 to 2013; 12 years full of experience, good moments and bad ones.

What I have been able to learn during this time about negotiation is:

"Negotiation only takes place when there is a reciprocal willingness to negotiate"

In some companies the target for any negotiation with a supplier is to cut the prices.  It does not matter the quality or the delivery of the products, the only important thing is the cost.  If we are working for any company we must take into consideration the QCD of any purchase product (Q for Quality, C for Cost and D for delivery).  And we must respect the conditions of the current purchases (do not modify any terms without answer to your customer).

As we have exposed in old post the communication with our customers is very important (when we reference to customers we are speaking about internal customers: IT, Human Resources, Logistics,...).  Our customers define the agreement conditions and our main work (as buyers) is to look for the best price in current suppliers or potential ones with the terms fixed.

In any negotiation, the first point to be determined is precisely what you want to obtain.  Erase from your mind ideas as: "we'll see what happen with this meeting" waiting that your supplier will give you an amazing gift with the "shape" of cost reduction.

Fix your target before to be with your supplier.  With this goal fixed, your negotiating position follows naturally, even under extreme conditions.  It is very important not to lose your position during the meeting or you will get nothing.  If your have to met the objective at any price, we have an extreme situation (prepare to negotiate hard).

Think carrefully your behavior (regarding negotiation, job or your life) in the following situations: to get a market, sell a product, acquire some goods, get a job, increase your salary, accept an assignment or stop a fight,... your position is mandatory and your target/goals must be clearly defined to have succesfully.

During a negotiations the target allows to know the limits.  If you do not have the control of the negotation or the circs strike your target you would rather give up obtaining your goal.

Besides, we must define a main target and some secondary objectives.  But remember, you are under negotiation rules, if you want to get something of your supplier (customer, partner, company, people, friend or your husband/wife!!!!) you must be willing to offer any other thing in exchange.

"He who would arrive at the appointed end must follow a single road and not wander through many ways."

SENECA. 

What do you think?

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