Negotiation Tactics For Retail

We've all had nightmare supplier stories. Missed deadlines, poor quality, and a lack of accountability - these issues can literally threaten the existence of your company. After starting my own business and working professionally for over 20+ years, I've learned: Having the right suppliers can make or break your operations. I've found that asking the right questions can reveal so much about a supplier's capabilities, values, and more. It allows me to weed out bad fits early and lay the groundwork for a strong partnership. Here are the top 8 questions I always ask: 1️⃣ Walk me through your quality control processes from start to finish. I need to know they have legitimate procedures in place, not just words on paper. 2️⃣ What's your contingency plan if there's a major supply disruption? Their answer shows how proactive they are about risk mitigation. 3️⃣ How do you ensure you remain compliant with all industry regulations? Compliance is non-negotiable. I want to see their commitment baked in. 4️⃣ If I have an issue, what's the process for getting it resolved properly? A solid system for addressing problems is crucial before they snowball. 5️⃣ Can you provide some customer references I could speak with? Hearing directly from others about their capabilities and partnership is telling. 6️⃣ What makes you different or better than your competitors? I'm looking for a clear value proposition beyond just low costs. 7️⃣ Where do you want to take your company in the next 3-5 years? Gauging whether our longer-term visions remain aligned is important. 8️⃣ How do you stay innovative and keep improving your operations? The status quo isn't good enough. I need a supplier committed to continuous evolution. These questions have been indispensable for vetting suppliers over the years. If you can't get clear, trustworthy answers, it's probably not going to be a good partnership. I'd love to hear any other key questions my fellow entrepreneurs like to ask suppliers! Let's discuss in the comments. #suppliers #fashion #leadership

Mapping Leadership Cultures Into Negotiation Styles Most people see this Harvard Business Review model as a guide to leadership. But what if we translate it into negotiation understanding? That’s where things get truly interesting. This framework helps us predict how different cultures approach negotiations: whether they move fast or slow, whether decisions are made collectively or by the top person, and whether everyone gets a voice or hierarchy rules the table. Egalitarian vs. Hierarchical Egalitarian cultures (Denmark, Netherlands, Sweden, Norway) In negotiations, everyone speaks up. Titles matter less, and transparency is expected. If you skip over a junior team member, you might lose credibility. Hierarchical cultures (China, India, Saudi Arabia, Japan) Negotiations defer to authority. The key is finding the actual decision-maker. Respecting hierarchy is not optional—it’s how you earn trust. Negotiation takeaway: Egalitarian: share data openly, involve all voices, build collaboration. Hierarchical: show deference, be patient, and identify the true authority early. Top-Down vs. Consensual Top-Down (United States, UK, China, Brazil) Fast, decisive negotiations. Leaders expect concise proposals and quick decisions. “Get to the point” is the unspoken rule. Consensual (Germany, Belgium, Japan, Scandinavia) Negotiations are longer, structured, and process-heavy. Group alignment is essential before any commitment. Negotiation takeaway: Top-Down: summarize clearly, highlight outcomes, respect authority. Consensual: provide detail, allow time, and accept multiple review cycles. Quadrant-by-Quadrant Negotiation Styles Egalitarian + Consensual (Nordics, Netherlands): Flat, inclusive, data-driven talks. Slow, but highly durable outcomes. Egalitarian + Top-Down (US, UK, Australia): Pragmatic, fast-moving, with empowered decision-makers. Hierarchical + Top-Down (China, India, Russia, Middle East): Power-centric negotiations. Once leaders agree, things move quickly. Hierarchical + Consensual (Japan, Germany, Belgium): Structured and rule-bound. Decisions are slow but thorough and binding. Practical Advice for Negotiators Map the culture first. Use the model to locate your counterpart before talks begin. Adjust your pace. Push for speed in top-down cultures, slow down in consensual ones. Respect authority. Don’t bypass hierarchy in one culture or ignore inclusivity in another. Real-World Example When negotiating in Germany (consensual + hierarchical), you need: Detailed NegoEconomic calculations. Technical experts at the table. Patience for several review rounds. In contrast, in the United States (egalitarian + top-down): Present financial wins upfront. Keep it concise and bottom-line focused. Expect a quick decision from empowered managers. Final thought: Culture isn’t just a backdrop to negotiation. It shapes how deals are made, how trust is built, and how value is captured. The smartest negotiators map culture first—and strategy second.

90% of corporate communication training fails because it ignores reality. Negotiation fails when people rely on scripts instead of preparing for pressure. Corporate teams spend months crafting messaging frameworks, perfecting the slides, the words, the flow. But pressure breaks all of that. I’ve seen veterans, real pros, freeze when conflict heats up. A framework can’t save you if you’re not ready for the tension. I can assure you: → When stress spikes, people stop listening. → Emotions hijack logic. → Every script goes out the window. This isn’t theory. I’ve watched it play out in real rooms, in real time, across 44 countries. The missing piece is almost always the same: 𝗘𝗺𝗼𝘁𝗶𝗼𝗻𝗮𝗹 𝗰𝗼𝗻𝘁𝗿𝗼𝗹. When we teach people to manage their own emotions first, we see communication breakthroughs no framework can engineer. Skip that step, and everything collapses the moment tension shows up. If you want to survive under pressure: → Notice your triggers before they take over → Stay silent a moment longer than feels natural → Focus on what’s beneath the words, not just the words → Regain your calm, 𝘵𝘩𝘦𝘯 move the conversation forward In high stakes negotiation, it rarely comes down to what you say. It's whether or not you can hold your nerve. Scripts fall apart. But emotional control holds the room. That’s the skill  to sharpen! ------------------ My 𝗳𝗿𝗲𝗲 𝗻𝗲𝘄𝘀𝗹𝗲𝘁𝘁𝗲𝗿 is where I share expert insights that don’t fit in a post. One email a week - focused, useful, and real. Join me: 𝗟𝗶𝗻𝗸 𝗽𝗶𝗻𝗻𝗲𝗱 𝗶𝗻 𝗰𝗼𝗺𝗺𝗲𝗻𝘁𝘀 𝗯𝗲𝗹𝗼𝘄 📩

Still printing, scanning, and emailing contracts? Missed renewal? Your contract management needs help NOW! Behind the scenes of many organizations' contract management functions are #struggling — and these struggles often go unnoticed until it’s too late! Contract Management | 06 JUN 2025 - Contracts are more than just paper, they are #strategic assets. Your “#contract #management function” is supposed to protect you — but what if it’s actually putting you in danger? Here are 9 #red #flags that signal your contract management needs #urgent attention: 🚩Missed Deadlines 🚩Lack of Standard Templates or Clauses 🚩Poor Contract Status Visibility 🚩Undefined Roles and Responsibilities 🚩Inconsistent Approval Workflow 🚩Limited Legal Vs Procurement Collaboration 🚩Ignoring Contract Data Analytics 🚩No Audit Trail or Version Control 🚩Lack of Centralization These red flags are fixable! If your contract management function is showing these red flags, it’s time to act before problems become #crisis. Recommendations: ✅Use centralized contract management system ✅Implement #dashboards for real-time updates ✅Regularly train your team on #best practices ✅️Create a #uniform process for contract creation, review, and approval. ✅Develop #standardized templates and pre-approved clauses. ✅Leverage contract #analytics to identify trends, risks, and opportunities. A mature contract management function not only mitigates risk but accelerates #source-to-#contract cycle, reducing supply chain leadtime driving business #growth. What’s one red flag you’ve encountered — and how did you overcome it? Let’s share insights below! #ContractManagement #RiskManagement #Procurement #Redflags

The BEST Procurement teams view contract management as a value generator. Average Procurement teams say they’ll get to it at some point. Very few do. Too many let their supplier contacts rot in a cesspit of poor contract management. These are the procurement teams allowing value erosion to consume those hard-earned savings. We need to put a stop to this. 1 - Understand the Contract Lifecycle Phases (known as CLM). 2 - Understand the key roles and responsibilities to make contract management happen. 3 - Build incredible relationships throughout the business. 4 - Deploy contract owners. 5 - Create clear escalations into the procurement team. 6 - Understand the contracts you deal with the most. 7 - Understand the clauses you deal with the most. 8 - Build efficiencies around 6&7 (playbooks, templates, clause banks). 9 - Create processes that enable contract management. 10 - Upskil the organisation. 11 - Manage and measure via KPIs/SLAs built into your processes and ways of working. 12 - Look to technology to improve all of this once you’ve got the foundations in place. And number 13. Unify Procurement, Legal, Finance, And Risk Management around this. There’s a long maturity curve to effective contract management in procurement teams. How are you getting on with this? PS. The single worst thing to do is not make a start.

“I Don’t Think We Can Afford You.” That’s what the CEO said after I delivered a pitch to train their leadership team. I smiled and said, “Fair. But can I ask—what’s the cost of having untrained leaders make one wrong decision?” Pause. The energy shifted. I didn’t argue. I asked. I didn’t push. I anchored. Negotiation isn’t about winning. It’s about understanding leverage, timing, and psychology. Here’s what worked in that moment: 1. Anchoring: I reframed the cost—not of hiring me, but of not hiring me. 2. Scarcity: I gently mentioned my limited slots (truthfully)—people pay more for what’s rare. 3. Mirroring: I used their language and pace to build rapport. 4. Reciprocity: I offered a one-time bonus masterclass if they signed that week—value first. 5. Loss Aversion: Humans are wired to avoid loss more than they are to chase gain. I let that psychology speak for me. We closed. Full fee. No discount. 6-month retainer. Negotiation is not about being louder. It’s about being smarter, calmer, and more psychologically aware. Train your voice. Train your presence. And most importantly—train your mind. #NegotiationSkills #ExecutivePresence #SoftSkills #CommunicationCoach #Psychology #LeadershipDevelopment #CorporateTraining #LinkedInInfluencer

How I Saved My Company $50,000 Using One Simple Negotiation Tactic As a procurement manager, I’ve been in my fair share of tough negotiations. But one deal stood out—a contract renewal where the supplier demanded a 15% price increase. I knew outright rejection wouldn’t work. The supplier was key to our operations, and switching would be costly. So, I took a different approach—shifting the focus from price to total cost. Digging Deeper: Finding Hidden Cost Drivers Instead of battling over unit price, I analyzed the total cost of doing business with them. Here’s what I uncovered: 🔍 Hidden Savings Opportunities: ✔️ We were paying high freight costs due to frequent small shipments. ✔️ Payment terms were fixed at 30 days—hurting our cash flow. ✔️ The contract included add-ons we never used. The Counteroffer That Changed Everything ✅ We proposed bulk shipments to lower logistics costs. ✅ We negotiated 45-day payment terms to ease cash flow. ✅ We removed unnecessary services and adjusted contract terms. 📉 The Result? 💰 $50,000 in cost savings—without switching suppliers. 🚀 A stronger relationship, as the supplier also benefited. 💡 Lesson: Negotiation isn’t about forcing a discount—it’s about optimizing value. The smartest deals aren’t always about the lowest price, but the best overall cost structure. 👉 What’s your most effective negotiation tactic? Let’s discuss in the comments! 👇 #Procurement #Negotiation #CostSavings #SupplyChain #WinWin

Has #Amazon asked you to lower your cost prices? 🏷️🔻 In 2025, Vendor Managers are targeting up to -10% in CPDs from suppliers So how can you say No to protect your profit margins? Here's a tried & tested 3-step formula: 𝟭- 𝗗𝗼𝗻'𝘁 𝗽𝗮𝗻𝗶𝗰. This is the most important step. Resist an emotional response, which will do more harm than good. Focus on step 2 instead: 𝟮- 𝗔𝗻𝗮𝗹𝘆𝘀𝗲 𝗔𝗦𝗣 𝗮𝗻𝗱 𝗡𝗲𝘁 𝗣𝗣𝗠 𝘁𝗿𝗲𝗻𝗱𝘀. Reviewing these KPIs for the past 6 to 12 months will give you a good understanding of the trends that have materialised on your account. ✅ If your ASP and Net PPM are trending upwards or have remained stable, there's no reason for a cost price decrease. ⚠️ But if your ASP or Net PPM is trending down, you may need to prepare to make concessions in your negotiations. 𝟯- 𝗙𝗼𝗰𝘂𝘀 𝗼𝗻 𝘀𝗵𝗮𝗿𝗲𝗱 𝗻𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗼𝗻 𝗯𝗲𝗻𝗲𝗳𝗶𝘁𝘀. Vendor Managers ask for lower cost prices to improve their profit margins on your account. And a cost price decrease will certainly increase Amazon's free cash flow. But it's not the only way to achieve that. Instead of responding to their CPD request, focus discussions on shared cost savings. For example: 📦 Launch of SIOC/FFP items  ✂️ Delisting of unprofitable listings 🚚 Supply Chain Initiatives (PICS, Direct Import, ...) Remember: Cost price decrease requests are part of a wider negotiation. You don't have to accept them, but you shouldn't ignore them either. --- Has your Vendor Manager asked you to lower your cost prices? Let me know in the comments! #amazonvendor #amazonstrategy

🎯Power of Active Listening: A Game-Changer in Negotiations✨ I have witnessed firsthand how active listening can work wonders in negotiations. Let's delve into some practical tips on how you can harness the power of active listening to transform your negotiation skills. ✅1️⃣Be Fully Present 💯: Eliminate distractions, put away your phone, and give your undivided attention to the conversation. Show genuine interest in what the other party is saying, and focus on understanding their needs, concerns, and aspirations. ✅2️⃣Tune in to Non-Verbal Cues👀: Pay attention to the other party's body language, facial expressions, and tone of voice. Non-verbal cues can provide valuable insights into their emotions and underlying motivations. Use this information to adapt your approach and build rapport. ✅3️⃣Ask Open-Ended Questions 🗣️: Encourage the other party to share more by asking open-ended questions. Instead of yes-or-no inquiries, ask questions that begin with "how," "what," or "why." This allows them to express themselves more freely, and you gain deeper insights into their perspective, goals, and constraints. ✅4️⃣ Reflect and Clarify💡: Paraphrase and clarify what you've heard. Restate their key points to demonstrate your understanding and ensure that there are no misunderstandings. This practice not only validates their feelings but also fosters a sense of trust and respect. ✅5️⃣Practice Empathy🤗: Put yourself in the shoes of the other party to understand their emotions, challenges, and aspirations. Empathetic listening helps you find common ground and potential solutions that cater to both parties' interests, leading to win-win outcomes. ✅6️⃣Control Your Response 🎮: In the heat of negotiations, it's natural to react emotionally. However, active listening empowers you to respond thoughtfully, not react impulsively. Take a moment to process the information and choose your words carefully. A composed response demonstrates professionalism and fosters a positive negotiation environment. ✅7️⃣ Take Notes📝: Documenting key points during the negotiation is essential. Not only does it help you retain vital information, but it also shows the other party that you value their input. Later, refer back to these notes to align your proposals with their interests and demonstrate your commitment to finding common ground. The more you consciously apply these techniques, the more adept you'll become at unlocking negotiation success and building meaningful, long-lasting professional relationships. So, the next time embrace the power of active listening and watch the transformation unfold! 🔆 #careerprogression #negotiationskills #activelistening #professionaldevelopment #confidence

A new study by Deloitte says that consumers view value in more complex terms than just price. I completely agree with the findings. However, I find it somewhat odd that this is news. Value and price are interlinked, but they have never been the same thing. The vast majority of consumers have always framed value in wide terms that go beyond price. And very few shoppers buy based on price alone. From our research, the numbers making brand and retailer selections on price and nothing else is just under 4% - and it has barely changed over recent years. Even for low-price players, the value equation is always price plus something else. From our research, these are the two main components of value for various low-priced retailers: 👗 Primark: price + style 💵 Dollar General: price + convenience 🥗 Aldi: price + quality 📦 Ollie’s: price + surprise You take the non-price factors out of the equation, and suddenly it no longer balances. The permutations and possibilities for adding value are infinite – and that’s what makes retail exciting. However, to be successful, this has to be centered around customer needs and desires and differentiated from rivals – and that’s the part some retailers struggle with. I discuss this in a little more depth in this post: https://lnkd.in/ejvqVA5M #retail #retailnews #value #price #consumers #shopping #economy