DEFINITION OF NEGOTIATION TARGETS
To be well prepared we need to know how to define the different targets needed during a negotiation.
The first one is the maximum target, what we most wish to achieve. It can be also use as anchor and is very important to state this target clearly and quickly. The more we repeat this target the more we convince the other about our wishes.
My recommendation here is to use difficult but achievable target. In this case, if the supplier asks for the reason for this target, we have a strong argument for it.
The second target is the minimum target, meaning we will never agree to anything below this target. This is internally aligned and we do not inform the supplier about it.
Now that the frame is defined, we need to play as close as possible to our maximum target.
Depending on different cultures we see different ways to maneuver during negotiation, but generally the bigger the space between maximum and minimum target, the more chances we have for an agreement.
Join our training sessions to gain deep knowledge about target calculation, expertise on supplier management and market analysis, a strategic mind set, well-trained abilities in cost analysis and negotiation skills. Additionally, please feel free to contact us directly for more information.
Comments are closed.