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Why Improving Negotiating Skills Is Important
Attention: Purchasing and Supply Chain Management Executives
If you are a senior purchasing or operations executive with decision-making authority who wants to ensure that members of your purchasing, operations, and manufacturing teams optimize their outcomes and negotiate the most competitive pricing or value from suppliers, then your organization needs to invest in effective, real-world Secrets of Power Negotiating® training and education.
Having to negotiate is inevitable; doing it well is not.
negotiatingcoach.com's® research indicates that some companies are not getting concessions from suppliers based on their company's negotiating process and their employees' skills – but from market power. Imagine the cost savings, bottom-line profit, and improved value you can achieve from suppliers with an investment in upgrading your organization's negotiating skills.
Suppliers are becoming far better trained in negotiations than their purchasing and supply chain counterparts (procurement personnel) who deal with them. Our Secrets of Power Negotiating® in-house half-day seminars, full-day seminars, and learning workshops can help members of your organization negotiate legitimate, value-based, Win-Win outcomes with all types of suppliers – from commodity raw material suppliers to specialized equipment manufacturers.
In today's hectic, just-in-time, competitive environment, purchasing and cross-functional staff may not have a choice of whether or not to negotiate by telephone, e-mail, or in person, but however the negotiations are conducted, it is important to have the right skills. It is difficult to go through a day without negotiating items such as on-time delivery, quantity, quality, technical support, priorities, price, and specification changes.
As competitive demands on business continue to increase, the demands on executives, managers, and employees continue to grow. What impact will a specification change on an existing purchase order have on your business? How should you handle a supplier's demand for a steep price increase? How should you handle vendor complaints and inquiries? What are the best ways to resolve differences of opinion? Purchasing negotiations will help you cope with the increasing complexities and responsibilities of your job.
- Are you sure that your company's tender, bidding, request for proposal, request for quote, and request for information processes are actually getting you the best overall value from your suppliers? Are you sure?
- Do members of your purchasing, operations, and manufacturing teams properly prepare and plan for negotiations with suppliers and contractors?
- Are members of your purchasing team so busy sourcing raw materials, equipment, and supplies that they don't have time to effectively negotiate with suppliers?
- Are they equipped with the proper gambits, countergambits, scripts, phrases, and tools to counter maneuvers used by increasingly sophisticated salespeople?
- Is your vendor sourcing, selection, and negotiating process unnecessarily complicated?
- Does your organization utilize a proven, easy-to-use negotiating process, methodology, strategies, and tactics with key suppliers?
- Are members of your company's purchasing team negotiating effectively, professionally, and fairly with suppliers?
- Do they understand the real definition of Win-Win negotiating and how to achieve a true Win-Win outcome?
- Do they understand the significant risks of saying “No”? Is their aggressive and confrontational negotiating style and behavior causing problems and impacting the potential results?
- Do they know if they may be undermining relationships with suppliers for short-term, quick gains at the expense of long-term, measurable value?
- Are their strategies and behaviors different for the different types of negotiations, vendors, and product lines?
- Does your company use a proven request for proposal/pricing process, format, and turnkey tools?
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