💫 Negotiation isn’t only a soft skill ? it’s a survival skill in procurement !

💫 Negotiation isn’t only a soft skill ? it’s a survival skill in procurement !

Every conversation with a supplier is a negotiation, whether it’s about pricing, payment terms, service levels, or supply commitments.

We get it right—- we secure the wanted outcome.
We get it wrong—we overpay, lose leverage, or put our supply chain at risk.

Yet, many of us don’t get formal negotiation training.
We rely on instincts, past experiences, or supplier-driven terms.
& some are just naturally gifted negotiators!

But instincts alone aren’t enough. We need some structure in preparation?

That’s where CMTP (Culture, Market, Time, Practice) comes in, a simple, & effective way (I hope?)to help us prepare to negotiate from a position of strength.

1. C – Culture
Understand our supplier’s business culture & motivations.
Some prioritize relationships, others value speed, & some focus purely on numbers.
If we don’t adapt, we lose leverage!

2. M – Market
Negotiation isn’t about pushing for lower prices;
it’s about understanding market conditions.
Is supply tight? Are costs rising? Do we have alternatives? The more we know, the stronger our position.

3. T – Time
Nothing weakens our position more than urgency.
If a supplier knows we need something fast, we lose power.
The best procurement negotiators plan ahead & use time to their advantage.

4. P – Practice
Negotiation is a skill we build over time.
The more we analyze past deals, refine our approach, & learn from mistakes, the better our outcomes.
Every negotiation is an opportunity to improve.

So, what could be our drivers checklist?

✅ Supplier financial health
Are they stable or desperate for cash? This affects flexibility.

✅ Internal alignment
We ensure our stakeholders (leaders, finance, operations, etc.) support our strategy.

✅ Negotiation psychology
We read between the lines.
A supplier in a rush may need the deal more than us.

✅ Contract triggers
We plan renewals in advance to avoid last minute price hikes!

✅ Leverage points
We know when suppliers are under pressure (quarter end, surplus inventory).

How can we apply CMTP™️? (check👇)

1. Culture
We research supplier culture, motivations, and negotiation style. & adapt accordingly.

2. Market
We monitor price trends, supply risks, and alternatives. & benchmark aggressively.

3. Time
We plan purchases based on market cycles, supplier financials, & demand fluctuations.

4. Practice
We conduct mock negotiations, analyze past deals, improve internal alignment.

This isn’t an official method, but one I’ve developed over time to ensure I’m prepared for every negotiation.

Preparation is key. The more we prepare, ask questions, observe, & learn, the better we get.

Let me know if this helps next time you try it, & I’d love to hear about any techniques you’ve developed to prep for negotiations!
Have a Great w 💫 eek ahead 🙏