How can you develop your negotiation skills as a purchasing professional?

Uma abordagem altamente eficaz a longo prazo é adotar a mentalidade ganha-ganha. É crucial que você compreenda claramente os objetivos do seu fornecedor, ao mesmo tempo em que comunica de maneira clara os seus. Somente através dessa compreensão mútua, ambos os lados podem trabalhar em conjunto para alcançar o sucesso e promover a prosperidade sustentável para ambas as empresas.

My favorite approach to a negotiation revolves around building a "should cost" model to understand, potentially, what the product you are buying and its potential cost drivers. Once you have those, you can preempt a sales tactic and gain an advantage. Rarely are procurement professionals prepared enough to surprise a sales talk track. You'll know when you have!

Act like a sales! • Understand your product. • Understand the value in what you purchase. • Be customer-centric. • Make suppliers want to work with you. • Excel at building relationships. • Create win-win situations during negotiations. There's a lot more in common between salespeople and buyers than you might initially think. Buyers could benefit a lot from observing the best practices of sales professionals to develop their own skills.

Before focusing on skills, buyers must ensure they have already worked on their knowledge of the products they purchase. I've seen too many buyers request ridiculous conditions simply because they weren't fully aware of what was actually possible or not. Often, buyers focus solely on price and lead time, missing the broader picture due to a lack of technical knowledge. The result? They miss interesting savings path. Work on your knowledge first, the skills will naturally follow.

It is key to improve the negotiation preparation as purchasing professional. Goal / Target setting should be the first step. Not only your goals, but also understand the motives and targets from the other party. My prefered option is to prepare different scenarios of outcome from the negotiation partner, but fixing your own target (not moving). In this case, preparation also implies to list the threads to the other party as well as the winnings that the other party can achieve if they meet the target.

Una relación de confianza en la negociación implica no dejar al ser humano en la puerta de la oficina antes de entrar. Quien se sienta a negociar es un ser humano y por ende debe establecer: - Motivaciones comunes - Conexiones personales - Objetivos compartidos

Communication is 100% crucial in a negotiation. If you are not clear in your ask, deliberate in the words you chose, and able to STOP TALKING, then you can expect to give up ground to the sales rep you are talking to. You need to be able to make commitments early on for information, or complete specific actions timely. This will endear the sales professional to you and allow you to better steer the conversation later in the negotiation.

A confiança é o principal pilar para uma boa negociação e é indispensável para uma ótima negociação. Com isso, a melhor forma de construir cases de sucesso é estando rodeado de parceiros que você confia e que confiam em você.

Ein weiterer Schlüsselfaktor ist das Aufbauen von Beziehungen und Vertrauen. Indem Sie eine vertrauensvolle Beziehung zu Ihren Lieferanten aufbauen, schaffen Sie eine positive Atmosphäre für Verhandlungen und erleichtern den Informationsaustausch. Zeigen Sie Interesse an den Bedürfnissen und Anliegen Ihres Lieferanten und suchen Sie nach Win-Win-Lösungen, die für beide Seiten vorteilhaft sind. Offene Kommunikation, Zuverlässigkeit und ein respektvoller Umgang tragen dazu bei, langfristige Beziehungen aufzubauen, die auch in schwierigen Verhandlungssituationen von Vorteil sind.

In my opinion, build relationship with partners by respect, empathy and trust is the best way to move on smoothly negotiation.

For years, I have used the approach of putting my cards on the table and asking the vendor to deliver a solution that meets those needs. I have found on multiple occasions that being prescriptive has backfired and led to inflated costs. Remember, sales professionals are taught to solve a problem. If you can give them a problem to solve (specifically) then you are able to steer things better.

Es importante notar que si llegamos a tener que negociar es porque necesito de la contraparte. Eso ayuda a darse cuenta que debemos buscar alcanzar un objetivo que sea atractivo para que el otro quiera sumarse. Teniendo esto claro puedo darme cuenta que en una negociación debe haber: - Sinergia de conocimiento - Transferencia de beneficios - Fortalecimiento de posicionamiento - Mejora en rentabilidad Si estos cuatro criterios se dan en ambas partes, estamos en una negociación ganadora, lo cual implica que se colabora de manera estratégica.

Las negociaciones deben ser un juego de suma no nula. Llegar a ello requiere una constante comunicación y construcción de confianza entre partes.

A melhor negociação é aquela onde ambos estão satisfeitos, com isso é importante entrar na negociação tendo em mente o que é possível negociar da sua parte e o que não é viável. Somente desta forma é possível chegar em ponto ótimo que gerará um aumento de confiança e parceria, que por sua vez tende a aumentar o nível de sucesso em futuras necessidades.

Statt eines rein konfrontativen Ansatzes suchen Sie nach Möglichkeiten zur Zusammenarbeit und gemeinsamen Wertschöpfung mit Ihren Lieferanten. Dies bedeutet, offen für deren Ideen und Vorschläge zu sein und gemeinsam nach Lösungen zu suchen, die für beide Seiten vorteilhaft sind. Durch den Aufbau einer partnerschaftlichen Beziehung und den Austausch von Informationen können Sie Verhandlungen in eine positive Richtung lenken und bessere Ergebnisse erzielen.

A diplomacia é o melhor meio para obter sucesso dentro de negociações, qualquer tipo de negociação que utiliza a emoção para ter sucesso terá grandes problemas futuros, mesmo que possam ser bem sucedidas no curto prazo.

Es ist wichtig, ruhig und gelassen zu bleiben, auch wenn die Situation herausfordernd ist. Versuchen Sie, Emotionen zu kontrollieren und konstruktiv mit Konflikten umzugehen, indem Sie auf die Bedürfnisse und Anliegen aller Parteien eingehen. Aktives Zuhören, das Vermeiden von Schuldzuweisungen und das Suchen nach gemeinsamen Interessen können helfen, Konflikte zu lösen und die Verhandlung in eine positive Richtung zu lenken. Wenn nötig, können auch neutrale Dritte hinzugezogen werden, um bei der Konfliktlösung zu unterstützen.

La inteligencia emocional (EQ) es clave para el manejo de conflictos y relaciones en general en el area de compras influye de manera importante en toma de decisiones, negociaciones y manejo de usuarios internos. Es por esto que es importante acudir a la literatura en el manejo de autoconocimiento, autorregulación, empatía y habilidades comunicativas. Escoger que oportunidades de mejora tenemos en estas habilidades para aumentar nuestro EQ nos permitirán construir relaciones con proveedores a momento de negociación esto adicionando la consolidación de términos claves en negociación (Estilo de negociación, ZOPA, Posibles acuerdos, MAAN y demás).

A melhor forma de se evoluir é obtendo uma visão 360 da situação, desta forma, é de suma importância que seu time esteja alinhado para oferecer e receber feedbacks para a evolução conjunta.

As any aspiring professional athlete would agree, you must practice, practice, practice. If you have access to seasoned negotiators, you should absolutely schedule regular meetings to discuss strategies and hold mock negotiations. If you don't have access to someone in your organization with that level of experience, then seek out a company like Negotiations Ninja and you'll find a wealth of resources to help develop negotiation skills.

Nehmen Sie Feedback von Ihren Verhandlungspartnern ernst und reflektieren Sie regelmäßig Ihre eigenen Verhandlungsstrategien und -ergebnisse. Identifizieren Sie Stärken und Schwächen, und suchen Sie nach Möglichkeiten zur Verbesserung. Auch das Studium vergangener Verhandlungen und das Analysieren von Erfolgen und Misserfolgen können wertvolle Erkenntnisse liefern.

In my experience, negotiation skill can practice not only in job of Purchasing but also in personal life as buying households, car, house... through actual activities you'll gain experience and grow quickly. Keep sharing successes and failures with your leadership, your colleague to get feedback and improve your future negotiation.

Developing negotiation skills as a procurement professional involves cultivating flexibility in communication, actions, gestures, and behavior. It requires setting aside personal ego and adopting different roles, sometimes focusing on supplier satisfaction and at other times firmly maintaining one's position. This adaptability enhances the effectiveness of negotiations, fostering successful outcomes in diverse situations.