Supplier negotiation is an unavoidable part of the job for any L&D professional which uses trainers outside of their department. More so if you are using external trainers and training suppliers to provide resources.
During the last 5 years at least I’ve personally been involved with negotiation arrangements with over 300 training suppliers. Add this to the books, courses, webinars and e-learning that I’ve studied to help improve my ability within this area I’d say I was doing just fine when it comes to negotiating, working for “win-win” situations for all parties involved.
However, nothing prepared me for the negotiations I would be set to have with my two young children (Rhys, almost 5 and Ella, 2 ¼). The hardest negotiators in town! With summer holidays in full swing I knew I needed to sit back and review how best I deal with the next why daddy/no daddy scenario.
Getting in the negotiation zone
So in the hope to help me and the L&D professional in the workplace I have drawn from both professional and personal experience to list a few ideas to help get in the negotiation zone:
- Prepare – Don’t go into battle without knowing what you want to achieve, what information you’ll need to support your argument and what you need to say.
- Communicate – both bad and good news. For example if bad news maybe a little nudge beforehand could be useful to prepare the receiver. E.g we are leaving the park in 5 even though will still end in screams ‘I want to stay’/I am just sending a meeting agenda in advance to discuss our rates.
- Consistent – If you are reviewing one supplier then make sure you do it for all of them. Build it into a yearly process at a time when you know you are quieter.
- Be united – My wife and I have to make sure that we agree on the parenting approach to avoid confusing our children. If there is a team within L&D who speak to the supplier, then make sure you convey the same message.
- Explain why – Children love to understand and always ask ‘why?’ In my experience the more I explain the better they understand – makes sense! This applies for supplier negotiations, for either good or bad news, ensure that they understand.
- Sell the benefits – If you are looking for them to improve their offer then giving them the benefits helps, for example, if we agree this then you’ll be on our supplier list etc
And finally always remember to review and improve both the positive and not so positive outcomes in preparation for the next battle you may have round the corner.
Happy negotiating….whether at home or in the workplace!
Blake
