What if your procurement team had a proven negotiation model and a set of simple principles to guide them through each negotiation successfully? What if they had an intuitive framework to help them prepare for every negotiation? This is what Negotiating With Supplier™ provides – a set of six negotiation principles, a negotiation model, a robust (but simple to use) planning tool and five behaviors to make these come to life –all based on the solid foundation of Stanford University research.
RED BEAR’s philosophy is that every negotiation has three dimensions. A Competitive Dimension that helps negotiators protect their own interests (and those of the company they work for); a Collaborative Dimension that helps negotiators build long-term "win-win" relationships; and a Creative Dimension where "Healthy" Tension must be managed effectively and serves as a catalyst for finding creative breakthroughs during deadlocks. When sellers master all three of these dimensions the result is better agreements that are more profitable and sustainable.
Derived from Stanford University research, these six guiding principles are the "rules of the game" that are used by expert negotiators use to navigate through each negotiation. These principles are at the hear of Red Bear's negotiation process and form the basis for how negotiations get done.
These five behaviors (two competitive, three collaborative) guide buyers on "what to do and say" during a negotiation in order to apply Red Bear's negotiation model and principles. When used effectively, they enable you to “operationalize” each dimension of the RED BEAR negotiation model.
This simple but robust planning tool serves as a framework for helping procurement professionals plan, organize and apply RED BEARs negotiation concepts (the model, principles, and behaviors) to their real-world supplier negotiations. The tool helps ensure that buyers walk into each negotiation well-prepared and ready to negotiate.
"We started with a 25-person pilot of RED BEAR’s Negotiating With Suppliers™ (NWS) program and the impact that we saw was immediate, both quantitatively and qualitatively. NWS helped our people develop a common negotiation language and planning methodology that helped guide us around how to prepare for a negotiation and in turn, gave us a strong sourcing methodology we could leverage around the world.
Having the negotiation templates and training increased the amount of cost savings we realized as well as helped our team understand how you drive value from the negotiation. The pilot was so successful that this became the standard and we rolled it out globally."
Caldwell Hart – Chief Procurement Officer