Tuesday, 15 March 2016

The 3 Stages of Face-to-Face Negotiation

In many cases where a reverse auction can be used, we recommend that you (the buyer) reserve what is known as buyer's choice. This means that, although the outcome of the auction is important, it is not necessarily the only factor you will consider when awarding the business.

One option you have, that we see many of our clients do, is bring the top three suppliers in to further discuss the tender opportunity. But what do you do then?

We’ve put together a guide on Face-to-Face negotiation strategy to help assist you with this. You can download the full guide for free by signing up to Market Dojo here, then clicking this link.

This can also be applied should you choose not to run an auction and go straight to the f2f stage of negotiation.

A negotiation can be broken down into three main phases:

Preparation, Discussion & Review


The preparation phase of a Negotiation is where you:
  • Assess relative positions
  • Set objectives and negotiation margins
  • Decide strategy and tactics


The discussion phase consists of three elements:

  1. Opening

    This is where you declare your objectives and opening positions. This should obviously be a position from which you are prepared to move and thus should be a relatively high, yet sensible, list of demands.

  2. Probing

    Here you will gently probe each of the negotiation issues, gaining an overall understanding of the position, without making any commitments.

  3. Bargaining

    This is the critical point. At the end of this phase you will either have the makings of a final agreement or negotiations will breakdown.


The review is where you will work out the next steps, which will either be obtaining a signed agreement or looking at alternative options.

It is also a good time to understand what went well ,what didn’t, and what could be done next time to improve.

The guide itself was put together by the Market Dojo team, combining their 20+ years of procurement experience to bring you a true value-adding document to ramp up your negotiation skills.

For the full strategy behind face-to-face negotiations, simply register (as a host, for free) here first, then click the link to begin the download:

Market Dojo helps procurement professionals negotiate better with our on-demand eSourcing tools. If you’d like to find out more, get in touch or register for free and play around with our software for yourself!


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