ChatGPT & AI in
Procurement Course

Free Preview Lesson

Written by Marijn Overvest | Reviewed by Sjoerd Goedhart | Fact Checked by Ruud Emonds | Our editorial policy

The Move Planner – The Ultimate Guide for 2024

Key take-aways

  • The move planner can be utilized to specify the details of conditional terms placed against each of the trade-offs.
  • The planner has to be specific so that the other party can weigh, calculate, respond, and consider.
  • It is critical to understand how others value things.
For a seasoned negotiator, a move planner is an indispensable tool. It’s basically your ace in the hole, your secret weapon during any negotiation!

For this article, we are going to tackle the move planner. Negotiators and procurement managers always use the Move Planner, so it’s only right to discuss more this interesting subject.

Once you’re done reading this article, you should know how to create your move planner!

The Move Planner Defined

The move planner is used to specify the details of conditional terms placed against each of the trade-offs created. It provides you with a list of proposals that are well thought out.

Each proposal needs to be specific, which gives the other party the chance to weigh, calculate, respond, and consider. Simply calculating for improved payment terms in return for a bigger order will not help. You should specify what is needed. If not, you can’t reasonably expect them to take the offer seriously or for them to respond to your offer. If it takes your company 60 days to give a 10% increase, then say so directly. 

Put the details on your move planner. It’s one of the many tools you can use to record your proposals before advancing towards discussions. These conditions have been thought through, calculated, and considered objectively during the day.

The Sample Move Planner

move-planner

“Last week, I was told that the delivery by week 12 would work for you. Now you’re telling me that week 8 is also important. Just how important is it?”

Understanding how others value things right now is critical. We’ve seen people negotiate for what they think they want, rather than negotiate for the things that they need. The questioning here should be aimed at qualifying what they need. This is pretty much how a procurement process works!

Just think of how a construction manager who insists on removing the scaffolding from the construction site at just a day’s notice. Since the manager thinks it’s of critical importance, the company in charge of manpower will be charging him a premium for the task. But doing so will get the job done. But once the builder is questioned, it’s revealed that his construction contract states that he has around a week to clear the site. 

A seven-day notice would’ve saved him a 5% premium on the scaffold rental. From this example, one can see that most people think they want a better price, but it’s a better deal than they are truly after!

In a conditional proposal, avoid introducing more than three items at once. It can be difficult for the other party to respond or calculate immediately. It also slows down any momentum created. If you factor in every conditional proposal prepared all at once, you are more likely to draw a delayed response from the other party for three reasons:

  • They find it incredibly difficult under pressure to calculate what it all means. Thus, they are more likely to pick off the terms they like while ignoring the conditions.
  • They will have some ideas that you want to think about first before tabling your entire position.
  • They are left without the task of working out links or connections between each conditional proposal, which will probably confuse them even further.

The approach of gradually tabling your proposals and allowing the deal to build requires a lot of patience and a certain degree of comfort with the early ambiguity.

Before making any proposals check their priorities one last time. Priorities can change at the last minute, so always make sure that you update priorities when they need changing.

To begin with, neither party will be looking at the whole deal and yet they may be asked to respond to a part of it. Remember, where there is complexity, you’ll need to park elements and return to them later after examining some of the other agendas first.

How It All Works

The move planner is used to specify the details of conditional terms placed against each of the trade-offs created. It provides you with a list of proposals that are well thought of.

Each proposal needs to be specific, which gives the other party the chance to weigh, calculate, respond, and consider. Simply calculating for improved payment terms in return for a bigger order will not help. You need to be more specific about what is needed. If not, you can’t reasonably expect them to take the offer seriously or for them to respond to your offer. If it takes your company 60 days to give a 10% increase, then say so directly. 

Put the details on your move planner. It’s one of the many tools you can use to record your proposals before advancing towards discussions. These are conditions that you have thought through, calculated, and considered objectively during the day.

Conclusion

The move planner stands out as an indispensable tool for seasoned negotiators, providing a strategic framework for crafting precise and calculated proposals. The emphasis on specificity in detailing proposals ensures a meaningful exchange with the other party, fostering a conducive environment for effective negotiation.

As professionals grasp the intricacies of the move planner, they equip themselves to navigate negotiations with clarity, strategy, and a comprehensive understanding of the variables at play.

This tool not only streamlines the negotiation process but also enhances the chances of reaching optimal outcomes by maintaining a thoughtful and calculated approach throughout the negotiation journey.

Frequentlyasked questions

What is a move planner?

A move planner is a list of proposals that a negotiator can use during negotiations.

Why should you get a move planner?

A move planner not only gives you options during negotiations but also allows you to consider various options while thinking of a better counter-deal or offer.

Can the move planner be used during procurement?

Yes. Because a move planner is a list of proposals, it can be used while negotiating with a potential supplier.

About the author

My name is Marijn Overvest, I’m the founder of Procurement Tactics. I have a deep passion for procurement, and I’ve upskilled over 200 procurement teams from all over the world. When I’m not working, I love running and cycling.

Marijn Overvest Procurement Tactics