3 new-year negotiation resolutions

| 0 Comments

 

ChrisWebber.pngThis strapline is the inspiration for many resolutions in January, designed to make you fitter, healthier or to become a better person.

Returning to work after the festive break, to an inbox bursting with adverts and stories promising a leaner and better you in 2017, Chris Webber, Practice Head for The Gap Partnership, was inspired to consider what negotiators should resolve to change this year to be more effective.

 

Webber took inspiration from what Gap Partnership clients request most frequently, and created: “The Gap Partnership’s Three New Year's Negotiation Resolutions”

1. Plan

The aspect of negotiation most often overlooked, but the one most clients need to address. It represents 90% of the outcome of agreements, but is frequently the reason most people do not maximise value. Using Gap Tools Interactive is a simple step-by-step process:

The-negotiation-clock-face.jpg• Identify where on the Clock Face (alongside) negotiations are taking place by assessing the relationship, the dependency, the complexity and the level of trust required; then understand the power balance.
• Create a list of negotiation variables or levers.
• Plot your breakpoints.
• Estimate their breakpoints.
• Prioritise the most important variables for you and for them by getting into their head.
• Plan your moves in decreasing sizes, making the most important variables for them hard to obtain.
• Craft your positioning statement to shift power in your favour right at the start.


2. Use a negotiation agenda

An agenda puts you in charge of the process, creates structure and in collaborative agreements can help build trust when shared.

• The agenda is a list of all negotiation variables.
• It can be structured to deal with your important issues first.
• It can be shared ahead of the meeting to ensure assignment.
• It ensures no hidden agenda or nibble tactics can be executed as the pressure grows at the conclusion of the deal.
• It creates clarity.

3. Manage pressure

Pressure is placed on a negotiator when the deal matters, when the outcome is uncertain and when the negotiator realises they are responsible for the agreement. It causes rash decision making and often results in sub-optimising the deal because people buy back their comfort.
• Use silence to think and consider options.
• Practice and role-play scenarios ahead of meetings to predict outcomes and responses.
• Get into the head of the other party and focus on their goals and pressures; that is what drives their behaviour and is the key to maximising value for you.
• Proactively manage your words, tone and non-verbal communication to look and feel confident in your position.
• Go first and anchor your position.

For many, the start of a new year presents an opportunity to do something different. Make your negotiation resolutions the ones that you stick to - they won't make you live longer, but they will make you happier if you can secure better deals with your counterparts!

Don’t miss the Gap Partnership's Miles Hodge, who will discuss first-hand practical commecial negotiation skills essential for every CPO, at Smart Procurement World 2017

Leave a comment


SmartProcurement Newsletter
X

Please enter your details below to receive the SmartProcurement Newsletter for FREE on a regular basis.

As part of the SmartProcurement Newsletter you will be receiving World Class Procurement News, Tools, Tips, Tactics, Procurement Training updates, Upcoming Events, and the latest Procurement Career Openings.

* Email Address:
* Title:
* First Name:
* Surname:
* Company:
  Position:
* Country:
* Public / Private:

 

Career opportunites

Trade Compliance Senior Analyst

  • <500 000 >500 000 Analyst Buyer Gauteng Permanent
Trade Compliance Senior AnalystLocation – Rosslyn, South AfricaThe ...More

Logistics Controller

  • >500 000 Gauteng Logistics & Warehousing Operations, Planning & Inventory Permanent
Based in Stellenbosch, South Africa’s leading fruit exporter ...More

SUSTAINABILTY MANAGER - FARMING

  • >500 000 Gauteng Permanent Procurement Management Strategic Sourcing
(Total Cost to Company R900k – R1.2mil) includes ...More

Category Manager Logistics

  • >500 000 Gauteng Logistics & Warehousing Permanent Projects / Category Management
(Total Cost to Company R900k – R1mil) includes ...More

Group Procurement Manager

  • >500 000 Gauteng Permanent Procurement Management
Location: Johannesburg .Cost to Company R1.2mil – R1.4mil excluding ...More

Procurement Analyst

  • <500 000 Analyst Gauteng Permanent Procurement Officer / Specialist
(Total Cost to Company R200K – R400K)We are ...More

Industrial Engineers

  • <500 000 >500 000 Gauteng Industrial Engineer Permanent Strategic Sourcing
(Total Cost to Company R400K – R550K)We are ...More

Category Manager Packaging

  • >500 000 Gauteng Permanent
Location: Johannesburg Cost to Company R1mil – R1.4mil ...More

Category Manager Packaging

  • >500 000 Gauteng Permanent
Location: Johannesburg Cost to Company R1mil – R1.4mil ...More

Category Manager Packaging

  • >500 000 Gauteng Permanent
Location: Johannesburg Cost to Company R1mil – R1.4mil ...More

Category Manager Packaging

  • >500 000 Gauteng Permanent
Role: The Category Manager will be responsible for ...More
Location: Johannesburg Description: To develop and manage relationships ...More
Location: Johannesburg Description: To develop and manage relationships ...More

Global Commodity Manager: Mining Commodities

  • Commodities Gauteng Permanent
Location: Johannesburg Description: Ensuring continuity of supply ...More

Global Commodity Manager: Mining Equipment

  • Commodities Gauteng Permanent
Location: JohannesburgDescription: The commodity manager is accountable for ...More

Mining Project Manager

  • Gauteng Permanent Projects / Category Management
Location: Johannesburg.Description : Responsible for successful implementation and ...More

Mining Project Manager

  • Gauteng Permanent Projects / Category Management
Examples of high impact initiatives are Equipment Automation, ...More

Supply Chain Manager

  • <500 000 Gauteng Permanent Projects / Category Management Supply Chain
R 650 000 –R 800 000 CTC pa GautengA ...More

Operations Manager

  • <500 000 Gauteng Operations, Planning & Inventory Permanent Procurement Management
R 600 000 – R 700 000 CTC ...More

Procurement Specialist

  • <500 000 Gauteng Permanent Procurement Consultant Procurement Officer / Specialist
R 500 000 – R 550 000 CTC ...More