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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ADVANCE NEGOTIATION
This program is designed for senior purchasers involved in complex, high-stakes negotiations. It develops advanced negotiation skills, strategic thinking, and influence techniques to optimize outcomes in both bilateral and multilateral environments. Participants gain a structured, practical approach and immediately applicable tools to manage complex negotiations more effectively, increase their impact, and achieve superior results.
STRATEGIC PURCHASING
This training program is designed primarily for employees who are new to purchasing, but it is also highly recommended for operational purchasers who lack experience in a strategic approach. The program combines dynamic presentations, real-life examples from my professional experience, and interactive business cases that participants will actively work through. This ensures a practical, engaging, and results-oriented learning experience.
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