Negotiation Strategies Based on Supplier Behavior PPT

This PPT slide, part of the 72-slide Best Practices in Negotiations Strategy PowerPoint presentation, outlines effective negotiation strategies tailored to various supplier behaviors. It categorizes these behaviors into 5 distinct types: Attack, Escape/Avoid, Inform, Open, and Unite. For each behavior, it provides actionable responses—what to do and what to avoid—aimed at fostering constructive dialogue.

Under the "Attack" category, the recommended responses include asking how to improve and focusing on factual issues. The guidance suggests that uniting on common interests can help mitigate confrontational dynamics. Conversely, it warns against retaliatory attacks, which could escalate tensions.

For "Escape/Avoid" situations, the slide advises maintaining an open stance, particularly when cultural differences are at play. It encourages asking the supplier how they wish to address issues, while cautioning against aggressive tactics that may provoke further avoidance or counterattacks.

The "Inform" behavior emphasizes the importance of structured communication. Engaging with suppliers can yield valuable insights,, but interruptions should be avoided unless absolutely necessary.

The "Open" category suggests unifying efforts to progress discussions while remaining vigilant against potential manipulation. It highlights the need for a receptive atmosphere,, but warns against losing control of the conversation or sharing sensitive information prematurely.

Lastly, the "Unite" behavior focuses on exploring new options and fostering creativity. It encourages collaboration at the beginning and end of meetings, while stressing the importance of avoiding time-wasting discussions. Overall, the slide serves as a practical guide for navigating complex negotiation scenarios, emphasizing the need for adaptability and strategic responses.

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