Written by Bill Michels, Chief Commercial Officer

In my extensive experience collaborating with sourcing managers, I have gained invaluable insights into the most effective negotiation practices, as well as the common pitfalls that procurement teams should avoid. Here is a comprehensive list of recurring negotiation mistakes and practical tips to overcome them:

1. Neglecting Planning: Planning is crucial in successful negotiation. Just like a sports team meticulously prepares before a game, effective negotiators analyze market trends, supplier data, costs, and industry dynamics. Whether tactical or strategic negotiation, thorough planning is essential for success.
2. Over-sharing Information: Suppliers often gather information to tailor their strategies. Beware of divulging too much personal or sensitive information on social media platforms. Maintaining professionalism on platforms like LinkedIn while avoiding personal details on others is critical.
3. Lacking Insight into Supplier Motivation: Understanding a supplier’s motivations beyond profit is crucial. Factors like cash flow, capacity, and reputation influence their decision-making. Recognizing these aspects can help unlock mutually beneficial opportunities.
4. Focusing Solely on Supplier Gain: Emphasizing the benefits to suppliers without considering potential losses is a common mistake many negotiators make. Highlighting gains and losses is essential to ensure a balanced negotiation approach.
5. Misusing Power and Coercion: Threats and coercion are often used in procurement negotiations but can damage business and personal relationships. These tactics can lead to revenge tactics and unproductive counterthreats. Empty threats can also damage credibility if you are not prepared to execute them if needed.
6. Over-reliance on Text Communication: While convenient, excessive text messaging can be intrusive. Complex issues are best addressed through direct phone or in-person communication to foster alignment and understanding.
7. Failure to Ask: Many procurement professionals must articulate their needs clearly. Effective negotiators come prepared with a list of must-haves, wants, and concessions to facilitate meaningful discussions.
8. Resistance to Style Adaptation: Adapting negotiation styles is crucial, especially when dealing with parties using different approaches. Recognizing and adjusting to opposing styles enhances the chances of reaching mutually beneficial agreements.
9. Lack of BATNA and ZOPA: Having a Best Alternative to a Negotiated Agreement (BATNA) empowers buyers with options and leverage during negotiations. Understanding the Zone of Possible Agreement (ZOPA) helps identify mutually acceptable terms for both parties.
   
10. Failure to Get it in Writing: All key negotiation points should be documented and agreed in writing before the meeting adjourns. Many contracts never happen because people have short memories and forget or are persuaded by others that an agreement was not reached. Even if scribbled on a napkin, like Lionel Messi’s first contract with Barcelona, documenting the key agreements of the negotiation and getting signatures can save relationships and make contract implementation easier.

Procurement teams can optimize outcomes and foster stronger supplier relationships by avoiding these common pitfalls and adopting effective negotiation strategies with confidence.

Have you ever said or done something to derail a negotiation?