Mark Bilgin is a career negotiator and the author of Mastering High Stakes Negotiations and he is joining BMP Radio for a regular podcast series on all things negotiation.
In our last session, we spoke about negotiating with an unpredictable entity. I started the conversation by asking Mark how we can prepare to negotiate with a person or organization that we aren’t sure will live up to their end of the bargain.
In this podcast, we’ll take on the opposite kind of negotiation: one where the other party is very well known because they are an incumbent supplier.
Highlights from the Show Include:
- Mark describes the difference between negotiating with a new supplier and negotiating with a supplier where a productive, pre-existing relationship is in place.
- Procurement needs to understand how the fact that both parties have pre-existing knowledge about the other (and can read interpersonal dynamics more easily during the negotiation) should alter preparation and expectations.
- How to minimize the awkwardness that may arise before and after the negotiation takes place and prevent it from affecting the long ongoing relationship.
Links and Resources: