By the time you get to the negotiation stage of the buying process, you have already decided the suppliers you will include meet your expectations on quality and service. Negotiations do not need to consume your time, but you must be prepared for a little conflict whilst both sides agree on a compromise.
- The best negotiations are where both parties walk away having agreed a deal believing they both won. If both sides are happy with the outcome, both sides will work hard to make sure the contract works. The last thing you want is a disgruntled supplier unhappy about his profit margin. If he’s making a loss on your contract, he’s less likely to put your needs ahead his other clients, meaning although you may have a great deal he may not fulfil that emergency delivery you desperately needed for the surgery.
- Your favourite phrase should always be “if I do this, what will you do”. If I commit to buying all my medical consumables from you for the next 12 months what will you do for me? Don’t answer for them, let them draw a line in the sand which you can then negotiate from.
- Silence is golden. Never negotiate against yourself. Once you make an offer, wait for a response before making another offer. This way you avoid the possibility of rejecting your own offer.
- Prepare. This most important part. Plan your negotiation strategy, what you want and what you believe the supplier will want
