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Negotiation techniques: Definition & important points for buyers
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Negotiation techniques in a nutshell:
Negotiation techniques are systematic methods and tactics for targeted communication and asserting interests in business discussions. In purchasing, they enable the optimization of purchasing conditions and the development of long-term advantageous supplier relationships while maintaining one's own negotiating position.
Example: A buyer uses the salami tactic in annual negotiations by splitting the price negotiation into individual aspects such as base price (-3%), logistics costs (-2%) and payment terms (3% discount), thereby achieving a total saving of 8% instead of the 5% initially offered.
Contents
What are negotiation techniques?
Negotiation techniques are strategic methods and tactics that are used to achieve optimal results in discussions and negotiations. They include communication skills, psychological understanding and a tactical approach in order to assert one's own interests in the best possible way and at the same time build sustainable relationships. In purchasing, negotiation techniques are crucial in order to negotiate advantageous conditions with supplier management.
Key elements of effective negotiation techniques
Importance of negotiation techniques in purchasing
Negotiation techniques play a central role in the procurement process in order to reduce costs, achieve better contract terms and build long-term partnerships with suppliers. Effective negotiations lead to competitive advantages and make a significant contribution to the company's added value.
Negotiation techniques: From position-based to integrative negotiation
Negotiation techniques are essential for successful business deals and long-term partnerships in purchasing. They build on the theoretical foundation of conducting targeted discussions and achieving optimal results. In practice, it is important to adapt to changing requirements and integrate new approaches. The need for collaborative solutions and mutual benefit has necessitated a shift from traditional to modern negotiation methods.
Old: Position-based negotiation
Traditional approach: In position-based negotiation, the focus is on one's own interests and demands. In practice, this manifests itself in tough negotiating tactics in which each party tries to achieve maximum advantages. Typical methods include insisting on fixed prices, strict payment terms and little flexibility in contract negotiations. Tools such as ultimatums or threats to break off negotiations are used to build up pressure. This approach often leads to confrontation, reduces trust between the parties and makes long-term cooperation more difficult. The main limitations are a lack of willingness to cooperate and the risk of losing potential advantages due to a lack of flexibility.
New: Integrative negotiation
Integrative negotiation: The modern approach of integrative negotiation focuses on cooperation and achieving common goals. In practical terms, this means that negotiating partners communicate openly, exchange information and look for solutions that are beneficial to both sides. Innovation-promoting methods such as the Harvard concept are used to negotiate interests rather than positions. Key improvements lie in the greater involvement of both parties, the building of trust and the creation of added value through creative solutions. The practical benefits can be seen in more efficient negotiations, improved business relationships and more sustainable results. Studies show that companies can achieve cost savings of up to 15% and a 25% increase in supplier loyalty through inclusive negotiation.
Practical example: Strategic alliance in the automotive industry
An automotive manufacturer wanted to reduce the cost of supplier parts and at the same time increase its ability to innovate. Instead of aggressively pushing down prices, the company opted for an integrative negotiation approach with a key supplier. Production processes were analyzed and optimization potential identified in joint workshops. Through collaboration, material costs were reduced by 12% and the development time for new components was shortened by 20%. The partnership resulted in a win-win situation with increased competitiveness and a long-term contract extension of five years.
Conclusion on negotiation techniques
Negotiation techniques, especially the win-win approach, are indispensable in modern purchasing. The combination of strategic preparation, empathetic communication and digital support enables sustainable business relationships and optimal negotiation results. Success lies not in short-term advantage, but in the creation of long-term partnerships that offer added value to both sides. The balance between personal negotiation skills and digital innovation will be decisive for the future.
