How Important is Information When Negotiating?

To successfully negotiate, consider developing skills using Negotiation Training Course offered by pdtraining in Sydney, Brisbane, Melbourne and other cities in Australia.

When entering any negotiation, it is critical to remember that you need to know the potential impact on your business of each possibility for every point which is subject to negotiation, or “on the table”.

For example, let’s look at a master supply contract, it is all about discount rates, right? Well, partly, but many other terms are just as important. Again, let’s look at just one small example: Free Delivery.

Pretty simple, the supplier agrees to deliver the goods, at no charge to the reseller… Well yes, but what about direct-ship to the reseller’s customers? Is that included?

What if the customer doesn’t have a loading dock, or is on a high floor of a building with no goods lift, or has special access requirements (secure area, call-ahead, no parking, security clearance required, etc etc).

A combination of these factors can easily add over $1000 to the cost of a single delivery, let alone over the life of the contract!

If you do not have an in-depth understanding of every single cost and facet of your own organisation, as well as a strong feel for the potential impact on your negotiating partner (and let’s face it, who does?), make sure you have scheduled breaks in each negotiating session so you can check with product planners, supply chain, logistics, HR, and other internal experts before you commit to unforeseen terms!

Related Article…

Pdtraining delivers 1000’s of professional development courses each year in Brisbane, Sydney, Parramatta, Melbourne, Adelaide, Canberra and Perth, so you can be assured your training will be delivered by a qualified and experienced trainer.

All public Negotiation Training courses include am/pm tea, lunch, printed courseware and a certificate of completion.  Customised courses are available upon request so please contact pdtraining on 1300 121 400 to learn more.