NEGOTIATIONS WITH SUPPLIERS
1. How to Negotiate Negotiation is a specific skill, grounded in training and experience, which most suppliers expect. There are many negotiating techniques of which some depend on the personality and temperament of the negotiator. A few general guidelines on negotiation are given below but note that they do not cover negotiating tactics in detail:
1. Be ethical. The buyer/seller relationship should be based on mutual trust and understanding and the principles of fair competitive bidding should be observed.
2. Do not commit to the outcome of a negotiation unless specifically authorised. Be aware of the advantage of taking the attitude “providing my boss agrees”.
3. Define responsibility levels clearly for all staff involved in buying. Do not allow comparatively junior or inexperienced buyers to take responsibility for negotiating complex or large orders without the involvement of more senior staff.