Negotiation techniques in procurement

In almost all negotiations, the outcome of what you can achieve will depend heavily on the momentum you bring to the negotiation. In all negotiations, exchanges are rarely equal and one side generally has the advantage over the other.

Can you easily get the edge when negotiating?

In almost all negotiations, the outcome of what you can achieve will depend heavily on the momentum you bring to the negotiation. In all negotiations, exchanges are rarely equal and one side generally has the advantage over the other.

Make the transition to commercial discussions yourself

Most negotiations start with a non-commercial discussion. This can be useful in building the relationship or even in obtaining useful information. However, note that the part that addresses the negotiation agenda first is generally superior.

Act like the decision maker (even if you're not)

When a supplier knows that the final decision is not your responsibility, they are not inclined to give you their best deal. If the supplier feels that you are the person who can make them win the market, you will trade from a position of strength and get more.

Have high expectations

When you enter into a negotiation, imagine that nothing is impossible, and show that you have high expectations. Involve your interlocutor and use motivating formulas such as “That sounds like a challenge! But you are a smart man/woman! I bet you can find a solution.”

Be passionate! Raise and lower your voice, use creative phrases!
There are two possible roles for you in a negotiation. Choose to be the superior and not the subordinate.