BE CAREFUL ABOUT NEGATIVE EMOTIONS…
Would you consider terminating a relationship, or even let suppliers go, because of a price disagreement?
It could be an option defined in your strategy, a last chance to offer competitive prices while having on the other side competitive alternative sources. In this case I consider it fair and professional behavior from purchasing.
But it could also be a non-planned result, driven by too much pressure and escalations during the negotiations, generating a loop of negative emotions which at some point can be hard to stop. And without a proper alternative plan.
If this is the case, the more we argue the more personal it can get (and end up being more about egos than anything). Therefore, we should be mindful about this spiral of negative emotions because it has the potential to cause huge damage to the company.
My recommendation is that once the discussion become a fight driven by negative emotions and egos –without any constructive dialogue– we should take a break and cool down, even postponing the discussion for other time, reconsidering our targets, arguments and strategy.
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