Negotiation Tooling – Plotting Suppliers in 4 Steps

When one talks about negotiation tooling, we instantly think about the tools needed by the negotiator to win, well, negotiations. In fact, negotiation tooling is another word for negotiation tactics that one can use to gain the edge during negotiations.

For this article, we are going to learn about negotiation tooling. Basically, we are going to review some of the best tools to use during negotiations. To be able to use these tools efficiently, we highly recommend you join our Negotiation Gamechanger Course for the best negotiation tactics used by the best negotiators in the industry.

After reading this article, you should be aware of the negotiation tools that you can use to become the best negotiator in your company or organization!

Negotiation Tooling – The 4 Steps You Need for Winning Negotiations

Editor's note:

The Negotiation Game Changer Certificate Program teaches you:

  • the skills needed to drive better, fact-based decisions that ultimately benefit both organizations and its employees.
  • a comprehensive analytics skill set that will enable you to achieve deals with results you have been dreaming of.

Negotiation tooling is simply using the many negotiation strategies available for you. Here in Procurement Tactics, our website is full of negotiation tools and tricks of the trade; all you have to do is actually just read some of our best articles on procurement and negotiation styles and you’re all set. 

But if you really want to make a difference, then you know what to do. Enroll in our Negotiation Gamechanger course and become the best negotiator in your organization. We have different negotiation tooling available for our students, so if you really want to invest time and money in learning how to become the best negotiator, then do yourself a favor and enroll now.

But for now, for those who want to catch a glimpse of the different tools you can use to become a better negotiator, then feel free to use the following effective negotiation tools:

1. Trying a Gain Frame

When negotiating, instead of trying to offer something to the other party, why not phrase your offer as if the other party stands to gain something? Sometimes, using the gain frame can be a secret weapon against seasoned negotiators who believe that every other negotiator out there is out to fool or outwit them.

Using this smart negotiation tactic can take the other party off their balance since they’d feel that it is to their advantage if they take your offer. This takes practice, of course, but when delivered properly, it’s an instant knock-out victory for your negotiation team.

2. Prepare your Variables

Again, research is very important. According to our 13 negotiation principles, a negotiator should be preparing his/her variables before the negotiations start. Without the knowledge one needs to prepare strategies, create BATNA, and other important negotiation tactics, one can be sure that the negotiations will most likely not go well because of just one simple failure that could’ve been avoided!

3. Maintain Confidence, Not Arrogance

An expert negotiator is always someone who operates with confidence. He/she is able to handle the most difficult of negotiations without fumbling for words or sweating like crazy. Of course, an arrogant negotiator is a different creature. He/she is someone who loves to boast about his/her achievements but has nothing to back up his/her accolades. 

Be careful to not become a laughingstock during the start of the negotiations because arrogant negotiators are most likely not welcome in most huge companies or organizations.

4. Using the Up and Over

In plain simple words, the words “up and over” mean to reject the first offer given to you and then replace it with a better offer. For example, if someone is offering to buy your car food for $4,500, you can tell them no but you’d agree to $5,000 instead. 

This form of counter-offer is considered informal and not used too much during big negotiation discussions, but you can learn other forms of this particular negotiation tactic that is well-suited for the occasion.

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