Negotiation Style

Purpose of Negotiation

• Improved supplier reliability and service

• Shorter lead times

• Lower overall cost of supply

• Non- competition between suppliers

Procurement negotiation is the process of ........................... an agreement with a supplier on the terms and conditions of a procurement contract.

Procurement Negotiation Areas - Except....

• Build Relationship

• SUPPORT 

  
  

• TRANSPORTATION

• SUPPLY

Negotiators who use a competition style value the negotiation outcome more than the relationship between the two parties. Negotiators who use this style are looking to win the negotiation and want the other party to lose. Usually, negotiators who favour this style will do anything to get the win.

• Accommodation

• Competition

• Compromise

• Collaboration

Collaborators value outcome and relationship equally because they believe both are important. They want a win-win outcome and a long-term relationship. And they'll work hard to achieve both.

• Collaboration

• Competition

• Avoidance

• Compromise

While compromisers value outcome and relationship, they are willing to sacrifice a little of each to reach an agreement. They believe in winning some of what they want while losing a little bit of it.

• Collaboration

• Avoidance

• Compromise

• Accommodation

Accommodating negotiators spend a great deal of time building and maintaining relationships with the other party. They are highly sensitive to the emotions, relationships and body language within the negotiation situation. The result is a “you win, and I lose” style. This is the opposite of the competitive style.

• Competition

• Collaboration

• Avoidance

• Accommodation

With this style, the negotiator doesn't value the outcome or the relationship. It can simply be considered a “lose-lose” model with the party withdrawing from the negotiation.

• Avoidance

• Compromise

• Collaboration

• Competition