Don’t be afraid to walk away
You should always be prepared to walk away, no matter how much you’ve already sunk into the negotiation. Don’t get me wrong – you don’t want to do it too often, or you’ll get a bad reputation. On the other hand, persisting with negotiations that are throwing up red flags can also land you a bad reputation, or worse – a bad deal.
Walking away is an art, not a science.
While it can be hard to walk away after we’ve already sunk money into the negotiation, it can also be hard if we’re under time pressure. If a deal is on the table that seems good and you’re under pressure to accept, it’s tempting to do so without carrying out due diligence. But if you don’t trust the supplier, walking away is the right negotiation tactic. If done correctly, the supplier may come back with a better deal. In any case, you’ll be able to gauge how hungry they are for your business by their reaction.
Avoid sliding prices
The sales people who come through your door may offer you a price range that makes it difficult for you to receive the BATNA (best alternative to a negotiated agreement) advantage. So, avoid sliding prices and ask for the lowest price from the start. But, how do you know if you are getting the lowest price? That question offers a handy segue to the next tip.
Transparency around the lowest price
Making savings the be-all and end-all of negotiation approaches in procurement leads to issues, but it should still be a goal. It’s best to be transparent around the issue. Don’t hesitate to inform the vendor that you’ve spoken to others, some of whom have quoted lower prices. Ask the potential vendor to justify their higher prices and, if they can’t, well, they should offer you a better deal.
Prepare, then prepare again, and again…
Good preparation is vital to a procurement negotiation that results in a good deal. Research and preparation on your part not only sets you up well for the negotiation, it’s also a sign of respect for your supplier. You don’t want to waste their time and, if they’re worth their salt, they will have done they’re research with the intention of not wasting your time. It’s a two-way street.
Additionally, being prepared means wily salespeople can’t take you for a ride, and you’ll be better positioned to compromise. The procurement industry might seem adversarial, it’s possible (and encouraged) to view your vendors as partners. Your success mirrors theirs, and you need them to be successful so that you can have a stable supply chain. So, compromise when it’s necessary, but prepare well so that any compromise leads to a mutually beneficial arrangement.
With the new financial year already rolling, let’s make some great deals while building long-lasting, mutually beneficial purchasing relationships.