In this series of articles, the program directors of the Lyon campus share their valuable advice in their areas of expertise. Today, Emmanuel Monleau, director of the MSc 2 International Purchasing & Supply Chain Management, gives you 3 tips to improve your supplier negotiations.Negotiation is an essential part of the purchasing profession, but if you are not well prepared, you will not be able to achieve your objectives. Worse, the results could be less favorable than the original situation. To avoid this, here are some tips to help you in this process.
1. Concrete its preparation
It is the fundamental basis of a successful negotiation, an effective and complete preparation. Clarify your objectives, the arguments at your disposal and your room for manoeuvre. Also try to anticipate what the person you are talking to might say. All these elements can be summarized in a preparation table, which will support your upcoming negotiations.
2. Provide a way out
Everything is negotiated, but you can’t have it both ways. It is therefore necessary to provide areas of give and take, to give in order to receive in return. Use topics that would be of little value to you but a lot to the person you are talking to.
Also, what if you can’t reach your goal ? You could anticipate, before your negotiation, a better alternative to use if (and only if) achieving your objective is impossible ! By anticipating this option in advance, you have more control over the course of the negotiation.
3. Use the principles of principled negotiation
The win/accept concept is no longer relevant in a customer-supplier relationship, it is necessary to privilege the win/win, real source of added value for the company. This implies exchanging on criteria that are objective and verifiable, separating the treatment of the dispute from the management of the individuals, looking for new solutions and getting out of a ” war of position ” to look together at the issue to be treated.[/vc_column_text][/vc_column][/vc_row][vc_row type=”in_container” scene_position=”center” text_color=”dark” text_align=”left” overlay_strength=”0.3″][vc_column column_padding=”no-extra-padding” column_padding_position=”all” background_color_opacity=”1″ background_hover_color_opacity=”1″ width=”1/1″][vc_column_text]These elements should help you improve your supplier negotiations considerably.
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Emmanuel Monleau
Director of the MSc 2program International Purchasing & Supply Chain Management
MSc & MBA INSEEC – Lyon Campus
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