Purchasing and Negotiation Training

Robert Menard, Certified Purchasing Professional, Certified Professional Purchasing Consultant

Editor’s note: this is Part II of a three Part series on a score of classic mistakes that mark the user as an amateur.  Click Part I or Part III  to see more of the Top 20 Boners.

 6.  Divulging your time frame.  The likelihood of foolish and expensive decisions increases as the amount of lead-time decreases.  In the early 80’s, I imported construction technology from Europe.  After many meetings in the US, and several trips to Europe, the time was right to close the deal, so off I went to France.  Upon arrival, I announced to my hosts that I was there for only four days, we had a lot to do, and I expected to leave with a completed deal.  For 3½ days we negotiated in circles until it all fell apart.  On the ride to the airport, my hosts assured me that we could still do the deal, if I would only be “a little more reasonable”.  They got more out of me in those last twenty minutes than in the whole year we had known each other.  Looking back, I could have stayed on for another week, and probably struck a more favorable deal, but I lost by trapping myself in my own time frame.

7.  Leaving issues dangling.  This habit, at best, encourages argument, and at worst, invites constant renegotiation.  Drive a stake through the heart of issues, adopt measures to ensure they cannot be resurrected as bargaining points, and move on.

8.  Going for the kill.  Suppose you miss?  Do you really need the extra enemy?  Resolve to leave egos, dignity and wallets in tact when you leave the table.

9.  Failing to listen.  The best negotiators I know are the by no coincidence also best listeners.  Listening skills are rare, and not easily mastered.  It is possible, and in most cases highly likely, that we can give the other side what they want at low cost to us if we listen carefully enough.

10. Ignoring conflict.  Conflict in negotiation is inevitable.  Each party has something that the other wants!  Think of conflict as rain: we expect it, it is never welcome, but we respect it for the good it does. 

online training in purchasing, negotiation, and sales

11.  Talking about people, not issues.  This is a real amateurish mistake.  Ad homonym attacks never accomplish anything good, no matter how justified.  Focus on the problem and how to resolve it.  As one of the celluloid icons of American business, The Godfather once noted, “Nothing personal here, its just business”

12. Ending on a sour note.  Mutual satisfaction requires mutual commitment.  If one side feels cheated or unsatisfied, how much can we count on their commitment? 

13. Missing a Win-Win opportunity.  The selfishness or greed of one side breeds a culture of resentment that will unleash its revenge at the first opportunity.