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Your choice ...in person, phone or email
Today's procurement professionals often find themselves conducting negotiations in a variety of mediums. Some complex negotiations take place in the same room as the supplier's representation (in team or individual forums). Other negotiations take place remotely via telephone or email. Each of these modes has unique variables that the procurement practitioner must consider...otherwise they may hand over an advantage to a skilled opponent.
Mode 1 - Negotiating "in person"
Negotiations are generally most productive when conducted in person. This is because the participants have the advantage of both verbal and non-verbal indicators from the other party. And they do not suffer from the technical limitations (discussed later) inherent in telephone or email communications. Factors that help make "in person" negotiations most beneficial include the following:
In-person team:
* Group synergy - The benefit of team negotiations is based upon the wellknown principle that "The whole is greater than the sum of its parts." Moresimply stated, a group will usually make better decisions together than would any of the individuals who comprise the group, working alone. This is extremely true in negotiations, as a well-prepared team can almost always achieve better results than a sole negotiator.
* Strength in numbers - A team will nearly always have an advantage over a single opponent because different members of a negotiation team can play key roles that make their approach highly effective.
* In-person team negotiations are the optimal format for multi-element, highvalue, and sole/single source negotiations.
* Team negotiations are particularly important when decisions must be made during the actual...