A 21-point negotiation checklist

| 0 Comments

 

NegotiationChecklist.jpgCan a negotiation checklist improve your results?


Preparing for a negotiation is critical to success. Though not intended as a substitute for learning, preparing this checklist, from Next Level Purchasing, can steer your negotiation preparation for great results.


1. Identify the primary supplier to negotiate with.


2. Identify your second-best option in case you cannot reach agreement with your primary supplier.


3. Determine the format (i.e., face-to-face, phone, etc.) and location of your negotiation sessions.


4. Invite the primary supplier to negotiate and learn who the supplier’s principal negotiator is.


5. Ensure/insist that the supplier assigns a negotiator with decision-making authority.


6. Assess your leverage over the supplier.


7. Determine your overall negotiation strategy (e.g., hardball, collaborative, etc.).


8. Identify all the terms that you will negotiate.


9. Set targets and least-acceptable alternatives for each term.


10. Determine your negotiation tactics (e.g. threatening to use another supplier, emphasising the benefits to the supplier of doing business with you, etc.).


11. Decide what to concede, if necessary, to reach agreement.


12. Develop a timeline for the negotiation process.


13. Identify the risks to achieving your terms, timeline and other goals and plan to mitigate those
risks.


14. Develop and share internally a communications plan stating who must be updated on the negotiation progress and what information they must keep confidential.


15. Review notes from previous negotiations, courses, etc. for tips for success.


16. Anticipate your supplier’s reaction to each tactic.


17. Create an agenda for the negotiation and practice it.


18. Start the negotiation confidently.


19. Document agreements reached and share this with the supplier throughout the negotiation process to ensure that no misunderstandings later derail a negotiation in which you have invested a great deal of time.


20. Self-assess after each negotiation session and adjust strategy and tactics if necessary.


21. At the end of the negotiation, encourage the supplier to feel positive about the new relationship rather than feel like they lost the negotiation.
 

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

Operations Manager

  • >500 000 Gauteng Operations, Planning & Inventory Permanent Supply Chain
Our client within the FMCG industry with a ...More

Warehouse and Distribution Manager

  • >500 000 Gauteng Logistics & Warehousing Operations, Planning & Inventory Permanent
An exciting opportunity awaits for a Warehouse and ...More

Demand Planner

  • <500 000 Permanent
Get an opportunity to be part of one ...More

Procurement Manager

  • >500 000 Gauteng Permanent Procurement Management Procurement Officer / Specialist
An opportunity for a seasoned Procurement Manager, who ...More

Industrial Engineer

  • >500 000 Gauteng Industrial Engineer Permanent Procurement Consultant
An exciting opportunity that offers extensive exposure on ...More

Deputy Director: Procurement

  • >500 000 Contract Procurement Management Procurement Officer / Specialist Western Cape
Department of Economic Development and Tourism:Procurement Specialist, Ref ...More

DEMAND PLANNING MANAGER

  • >500 000 Gauteng Operations, Planning & Inventory Projects / Category Management
(Total Cost to Company R750k – R900K) excluding ...More

GLOBAL SUPPLIER PERFORMANCE MANAGER

  • >500 000 Gauteng Operations, Planning & Inventory Permanent Projects / Category Management
(Salary: R 1.3M –R1.5M, dependent on level of ...More

GLOBAL CATEGORY MANAGER

  • >500 000 Contract Gauteng Procurement Consultant Projects / Category Management
Total Cost to Company R1mil – R1.2mil excluding ...More

Project Manager

  • >500 000 Contract Procurement Management Projects / Category Management Western Cape
 Description:A well-known retail organization is looking for an ...More

PROCUREMENT ANALYST

  • >500 000 Analyst Gauteng Permanent Procurement Management
Description:A leading infrastructure development group with strong presence ...More

Commodity Manager: Fuels and Lubes

  • Commodities Gauteng Permanent Projects / Category Management
 Ensuring continuity of supply in line with business ...More

Senior Facilities Manager

  • >500 000 Commodities Gauteng Operations, Planning & Inventory Permanent
(Total Cost to Company R800K – R900K) Johannesburg Our ...More

ENGINEERING STANDARDS MANAGER

  • <500 000 >500 000 Gauteng Industrial Engineer Permanent Procurement Management
(Total Cost to Company R350K – R550K) JOHANNESBURGYou ...More

Supply Chain Analyst

  • <500 000 >500 000 Permanent Procurement Officer / Specialist Supply Chain Western Cape
(Total Cost to Company R350K – R550K)  SOUTHERN ...More

Security Manager

  • <500 000 >500 000 Gauteng Permanent Projects / Category Management Strategic Sourcing
(Total Cost to Company R350K – R550K) JOHANNESBURG This ...More

Demand Planner

  • <500 000 >500 000 Operations, Planning & Inventory Permanent Projects / Category Management
(Total Cost to Company R450k – R550k, dependent ...More

Procurement Specialist-Randburg

  • >500 000 Gauteng Permanent Procurement Management Procurement Officer / Specialist
(Total Cost to Company R700k – R800k including ...More

Solutions Architect

  • >500 000 Gauteng Industrial Engineer Permanent Projects / Category Management
(Total Cost to Company R1.3Mil – R1.1Mil including ...More

MANUFACTURING MANAGER - OLIFANTSFONTEIN

  • >500 000 Gauteng Permanent Projects / Category Management
(Total Cost to Company R850k – R950K including ...More