The aim of negotiation
The objective of effective negotiation is to work together with the other party to establish a proposal that is acceptable for both parties. In doing so, negotiators need to bear in mind the starting points and relative power positions. In negotiations, you will have to deal with a large number of variables including price, quantity, quality, service, contract duration, delivery schedule, discount level, payment terms, extras, guarantees and aftersales support.
No matter what level you’re operating at, it’s important for every procurement professional to have the right information at their fingertips. It is also important to apply this information effectively during the negotiation. An effective negotiator must be able to structure the conversation and make use of the appropriate tactics. In other words, negotiation is a complex matter. If you are well prepared for every negotiation and have confidence in your skills, you’ll always be ahead of the curve. At Nevi, we can help you in this with our range of negotiation training programmes.