Effective Negotiation in Procurement I

Negotiation

Business Negotiations

  • Types of Business Negotiations
  • Procurement Negotiations
  •  Preparation
  • Conduct

 

Hard Negotiation

  • Expect hard/macho negotiation
  • Expect a “distributive” stance – analyzing and dividing
  • Expect a “zero-sum game” approach
    (4-2-2=0)
  • Struggling over each item
  • Defining positions
  • Dominance

 

Fair-play

  • Expect tactical/gentlemanly negotiation
  • Expect a creative approach – integrating, growth, “expanding the pie”
    (2+2=5)
  • Expect negotiation over the entire package
  • Expect exploration of both sides’ interests
  • Expect sharing of information and consideration of your interests

 

Negotiation Strategies

  • How to build your client’s communication culture model?
  • Calculating the price of concessions
  • Visualizing a nonlinear list of topics relevant to the negotiation process
  • A limiting view of your position in the negotiation process
  • A strengthening view of your position in the negotiation process
  • “Adding” the needs of both sides and jointly creating an agenda for negotiation