Negotiating with Suppliers

Equipping your procurement, sourcing, and supply chain professionals to think, plan, and behave differently to negotiate agreements that are more profitable, innovative, and collaborative.

The Business Case

1% = 4% = 100%

Nearly 70% of a typical company’s revenue goes back out the door to its suppliers.  A 1% reduction in those costs can increase profits by more than 4%.  Every dollar saved in supplier negotiations falls 100% to the corporate bottom line.

If you’ve trained your team on basic skills, but they:

  • fail to get the most out of —or adequately protect your company’s interests in —supplier negotiations
  • focus too quickly on cost/price in supplier negotiations, and lose opportunities to craft more innovative agreements
  • struggle to cope with demands from internal stakeholders

Then start achieving the business results you deserve through Negotiating With Suppliers.

Key Concepts

traingle

RED BEAR’s philosophy is that every negotiation has three dimensions.  To succeed in today’s competitive environment, procurement professionals must negotiate competitively to protect their company’s interests, collaboratively to build long-term relationships, and creatively to generate solutions that meet the needs of all parties. These skills are critical to manage the natural tension within negotiations, and use it to craft better, more profitable agreements.

PRINCIPLES

Learn and apply fundamental Principles of Negotiation to improve their supplier negotiation strategies:

  1. Position Your Case Advantageously
  2. Set High Aspirations
  3. Manage Information Skillfully
  4. Know the Full Range & Strength of Your Power
  5. Satisfy Needs Over Wants
  6. Concede According to Plan

BEHAVIORS

Understand and practice the critical negotiating behaviors which separate high performers from the rest:

  • Make Demands
  • Ask Open Questions
  • Test & Summarize
  • Propose Conditionally
  • Make Trades

Key Concepts

Use a systematic approach to improved supplier negotiation planning.

NWS Performance Improvement System

What if you could:

  • Give your team an ongoing experience that made new skills stick?
  • Provide planning and coaching tools to reinforcement and embed new skills?
  • Measure the impact on human performance and bottom-line business results?

Implement our proven process for driving sustainable, profitable agreements.

nws

ARE YOU A NWS GRADUATE? LEARN ABOUT NEGOTIATING WITH SUPPLIERS 2.

What Our Clients Are Saying

I have been in procurement for 22 years. I have attended many seminars and classes, and I can say with complete confidence that RED is the best I have attended!

I loved this course. Instructor was phenomenal and engaging. I have taken other negotiating trainings before and this was 1 million times better.

I thought it was excellent. It was the single best corporate training program I've been a part of. The interaction, teaching style and benefits far exceeded my expectations.

I gained better experience in one role-playing session than I had in my previous 10 years as a purchaser.

I believe this program is a 'must for procurement'. We should consider expanding it as much as possible.