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Typical negotiation mistakes of Procurement people

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Typical negotiation mistakes of Procurement people.

Negotiation mistakes can cost a company millions of dollars. The more prepared you are the less mistakes you will make.  Always be ready in negotiations.  Do your homework.

There are several common mistakes that procurement professionals may make when negotiating with suppliers:

  1. Not doing enough research: Failing to adequately research the market, the supplier, and the goods or services being negotiated can lead to poor decision-making and a lack of leverage in the negotiation process.
  2. Failing to define clear objectives: Not having clear objectives and priorities can make it difficult to focus on the key issues and reach a mutually beneficial agreement.
  3. Not being flexible: Being inflexible or unwilling to compromise can make it difficult to reach an agreement and may result in the supplier walking away from the negotiation.
  4. Losing sight of the long-term relationship: Focusing too much on short-term gains or trying to extract every last concession from the supplier can damage the long-term relationship and may not be in the best interests of the business.
  5. Failing to prepare for contingencies: Not having a Plan B or backup options can leave the procurement professional vulnerable if the negotiations break down or if the supplier is unable to meet the business’s needs.

Overall, it is important for procurement professionals to do their homework, clearly define their objectives, be open to compromise, consider the long-term relationship, and be prepared for contingencies in order to negotiate effectively with suppliers.

Negotiation Quotes

  • “Never cut what you can untie.” ~ Joseph Joubert
  • “The best move you can make in negotiation is to think of an incentive the other person hasn’t even thought of – and then meet it.” ~ Eli Broad
  • “If you are planning on doing business with someone again, don’t be too tough in the negotiations. If you’re going to skin a cat, don’t keep it as a house cat.” ~ Marvin Levin
  • “I want women to get paid more. I want to teach them to negotiate so they get paid more.” ~ Sheryl Sandberg
  • “Anger can be an effective negotiating tool, but only as a calculated act, never as a reaction.” ~ Mark McCormack
  • “Know what you want to achieve prior to starting to negotiate. It’s the golden rule but the one most people fail to heed. Without a plan, you allow the opposing party to define your goals instead of the other way around.” ~ Ivanka Trump
  • “The most critical thing in a negotiation is to get inside your opponent’s head and figure out what he really wants.” ~Jacob Lew
  • “There are people who are in debt that make $500,000 a year.  There are people who have all their bills paid with no debt who make $50,000 a year.  It’s easy to negotiate an “increase in your salary” just change your spending habits.” ~ Dave Waters
  • “Negotiation is not a policy. It’s a technique. It’s something you use when it’s to your advantage, and something that you don’t use when it’s not to your advantage.”  ~ John Bolton
  • “A true leader has the confidence to stand alone, the courage to make tough decisions, and the compassion to listen to the needs of others. He does not set out to be a leader, but becomes one by the equality of his actions and the integrity of his intent.” ~ Douglas MacArthur

Negotiation Training.

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Negotiation mistakes

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