Successful negotiation, whether for a massive sale, settlement of an industrial dispute, or agreement of commonplace but important workplace issues, is a careful mix of deliberate process and skillful verbal behaviour. Both are rooted in best practice, and both can be learned.
When it comes to organisational buying decisions, many people are involved – formally or informally. How do you go about managing those relationships?
A key part of communication in negotiation is understanding the difference between messages sent, i.e. what you think you are saying to the other side, and messages received, i.e. how the other side perceives what you say.
A key point about trading is that, for negotiation success, effective negotiators know at any point in a negotiation the value of what they have given away and the value of what they are getting in return.
In this report we acknowledge the current image of Procurement, then go on to explore the different ways in which Procurement can go beyond delivering cost savings and deliver other value.