Positional Based vs. Interest Based Negotiations: Strategies and Tactics for Achieving Successful Negotiations with Your Supply Chain Contract Partner

January 30, 2014 9:15am

Pina Trentadue
Supervisor, Contracts and Supply Chain Management

  • Identifying who will participate in the negotiating team;
    • Determining when outside legal counsel may be required
  • Understanding the objectives of a negotiating strategy:
    • Clearly defining terms and conditions for each party
    • Establish timelines and compensation
    • Identify constraints and risks; establish alternatives
    • Tips for developing and strengthening the relationship and partnership
  • Establishing trust as the foundation to a successful contract relationship
  • Understanding the key differences between interest-based and positional-based negotiations
    • What are the strengths and weaknesses of each?
  • Ranking your negotiating priorities; What are the key objectives for your organization?
  • Identifying you counter party’s objectives.
    What are their strengths and weaknesses?
  • Realizing the role of communication indicators, body language and cultural traits in the negotiating process
  • Learning the importance of location when conducting negotiations;
    • Choosing the right location? How could this affect your strategy?
  • When should you walk away?
  • Negotiating strategies and tips