Procurement Zen - Valuable Insights in Negotiation and Procurement

The art of deal designing could be very helpful to make things go your way during a negotiation.

In this part of the Ultimate list of Negotiation Techniques, host Phill Kowalski teaches you exactly that.

We go over several clever negotiation techniques that you can use to design a deal in your favor.

Each technique is explained in depth with scenario examples.

Episode Highlights:

1- Phil explains how demanding inflation could be a useful tactic in designing a deal in your favor.
2- How asking for upgrades even if you don't get the upgrade could be a good idea?
3- Making an unrealistic counter offer as an extremely powerful tool in deal design.
4- How to use Bundling tactic to improve your position in a negotiation?
5- What is a giveaway list? how to incorporate them while making counter offers?
6- How no response to any counter offer could motivate the other side to improve their offer.
7- Make yourself standout using differentiating tactics.
8- Use human nature of being fair to your advantage.
9- Dramatizing a certain point ; an extremely powerful tool.
10-What to do when you need more time for a negotiation?
11-Indicate the interest of the other side using waste of time tactic.
12-Use process change tactic to indicate how much the other side wants to do business with you.

Key points:

You can use tactics used by suppliers as a buyer
Aggressive tactics pose high risk but could give high rewards, use them cautiously
Research shows to use precise statements are more acceptable to the other side

Resources Mentioned: