Negotiation – Are you demonstrating toughness?

Monday, February 17th, 2014

The most challenging assertion for a negotiator is to offer them the thought that their skill level may not be as high as it should be!

The ability to negotiate is the potential home of all egoists; many will not entertain the thought that suppliers will tell them they are tough and the best negotiator they have met in a long time is merely flattery.

How are you sharpening your commercial negotiation skills?

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Here are six questions you may contemplate.

  1. When were your negotiators last faced with an independent view of their skills?
  2. How would they handle one-on-one negotiations with a professional?
  3. If you have had training, did you check any changes in behaviors?
  4. What strategic, advanced negotiations are facing your organisation?
  5. Who will organise the rehearsal of your negotiation strategy and tactics?
  6. How will success/failure be measured?

Now consider the following.

“I have always believed that the optimum moment for negotiations is when things appear to be going well. To yield to pressures is to invite them; to acquire the reputation for short staying power is to give the other side a powerful incentive for protracting negotiations. When a concession is made voluntarily it provides the greatest incentive for reciprocity. It also provides the best guarantee for staying power.

In the negotiations I have conducted I always tried to determine the most reasonable outcome and then get there rapidly in one or two moves. This was derided as a strategy of “preemptive concession” by those who like to to make their moves in driblets and at the last moment.

But I consider that strategy useful primarily for placating bureaucracies and salving consciences. It impresses novices as a demonstration of toughness.”

Remember! Negotiation skills training is the least trained skill in the Western hemisphere.

To meet the needs of thoughtful people, Brian Farrington publishes a monthly e-newsletter “Think Procurement.”

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We now recommend you read “The 6 simple principles behind effective procurement “

Why Brian Farrington?

There are three themes that clients tell us over and over again.

First, they tell us they believe they are making a smarter investment working with Brian Farrington Ltd — bringing a thorough understanding of their procurement and supply chain issues and a proven track record of enabling excellent returns on their investment.

Second, our clients are confident that they are working with specialists that bring experience, expertise and stay focused on client success; not on our next income target.

Finally, people –people just like you – tell us they actually like working with us. They find us easy to work with and collaborative in solving issues that inevitably arise in procurement.

About Brian Farrington 

Brian Farrington is one of the world’s longest established procurement and supply chain consultancy and executive training specialists. 33 of the current FTSE100 have retained our services, as well as leading organisations in the UK, North America, southern Africa and Asia. Established in 1978, we have proven expertise and experience in procurement, risk and negotiation.

Brian Farrington solutions and services are formed through consultancy, training & development and coaching – all underpinned by proprietary technology. Our four core areas of procurement capability are:

•Strategic review and commercial governance

•Performance delivery and transition

•Major project support including contract negotiations

•Learning & development in support of organisational aims.

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3 Responses

  1. Monday, February 17th, 2014 at 9:52 am

    […] now recommend you read “Negotiation- Are you demonstrating toughness?”  –  and sign up to the ‘Think Procurement’ e-newsletter (scroll to the bottom […]

  2. Tony

    Monday, February 17th, 2014 at 4:29 pm

    Please sign me up for your blog

  3. Monday, February 17th, 2014 at 4:40 pm

    Yes not a problem! You can sign up just below or we can do it for you if you email me your name and job position to for our regular newsletters and articles. Follow us on twitter too to keep up-to-date @procurechange