{"id":1527,"date":"2016-11-16T12:23:17","date_gmt":"2016-11-16T17:23:17","guid":{"rendered":"http:\/\/www.acaweb.ca\/en\/?p=1527"},"modified":"2017-11-03T11:26:06","modified_gmt":"2017-11-03T15:26:06","slug":"getting-through-the-impenetrable-wall-of-nos","status":"publish","type":"post","link":"https:\/\/acaweb.ca\/en\/2016\/getting-through-the-impenetrable-wall-of-nos\/","title":{"rendered":"Getting Through The Impenetrable Wall of Nos"},"content":{"rendered":"<figure id=\"attachment_17966\" aria-describedby=\"caption-attachment-17966\" style=\"width: 150px\" class=\"wp-caption alignleft\"><img loading=\"lazy\" decoding=\"async\" class=\"wp-image-17966 size-thumbnail\" src=\"http:\/\/www.acaweb.ca\/en\/wp-content\/uploads\/sites\/2\/2016\/11\/DonaldLee2-150x150.jpg\" alt=\"Donald Lee\" width=\"150\" height=\"150\" \/><figcaption id=\"caption-attachment-17966\" class=\"wp-caption-text\">Donald Lee<\/figcaption><\/figure>\n<p><em>MDC Partners Donald Lee is not new to the Procurement Game, but the 15-year veteran is relatively new to the agency side of the equation. Previously, he wrote about how <\/em><a href=\"http:\/\/www.acaweb.ca\/en\/2016\/procurement-perspective-whiteboard-sessions\/\"><em>procurement, the client and the agency can work better together<\/em><\/a><em>. In this article, he looks at the art of negotiating without leverage. <\/em><\/p>\n<p>My daughter is\u00a0a\u00a0fearless\u00a0negotiator, continuously inquisitive when she is denied what she wants.\u00a0If she asks for ice cream and I say no, she doesn\u2019t end the conversation there.\u00a0Instead, she\u2019ll ask why and, regardless of my response, she has a counter-question and comment to match my responses. Her tenacious focus on getting the ice cream and her conviction\u00a0to the idea\u00a0that she deserves it, while tiring for me as a parent, is inspiring.<!--more--><\/p>\n<p>Of course, negotiation on the job is a higher-stakes situation; your business partners are depending on you to close. Sometimes, the task seems impossible, because:<\/p>\n<ul>\n<li>Someone from your side of the table has already expressed that they need the solution<\/li>\n<li>The vendor has started the work before a price was agreed upon<\/li>\n<li>The vendor has a monopoly<\/li>\n<li>Someone on your side of the table has agreed to the solution without understanding all of the costs<\/li>\n<li>The BATNA (Best Alternative To\u00a0Negotiated Agreement) is horrible<\/li>\n<\/ul>\n<p>These situations can all be resolved through negotiation. However, the ability to create leverage during negotiation can be one of the more challenging skills to master. If you have never created leverage, the first step is to change your mindset.<\/p>\n<p><em>Have you been empowered to make strategic business decisions?\u00a0Or have you been provided with a list of requirements and told to get the product\/service at the best cost possible?\u00a0Do your stakeholders trust you to close the deal, and do they include you in the inception of the idea?<\/em><\/p>\n<p>You need to be involved in the process early on.\u00a0This allows you to understand how requirements are utilized throughout the life cycle.\u00a0This additional insight allows you to help the business in making strategic decisions\u00a0affecting the total supply chain and the total cost of ownership.<\/p>\n<p><strong>How to get into the strategic planning room<\/strong><\/p>\n<p>Building trust within your stakeholder community will allow you to move deeper into the business unit to understand its needs.\u00a0Your goal should be to get visibility into the entire process. Ask your clients and stakeholders the right questions so you can understand their process. Become their strategic partner by beating the existing benchmarks, learning from vendors offering solutions and learn your stakeholder and client\u2019s business needs.<\/p>\n<p>Once your partners give you the green light to make the deal and negotiate on their behalf, change the rules of engagement. If you are negotiating against someone who cannot close the deal, it\u2019s time to change that. Otherwise, you are wasting your time with someone who\u2019s messaging is being filtered.\u00a0Don\u2019t be afraid to elevate discussions to a decision maker.\u00a0Even if the decision is made by committee, there will be someone in charge.\u00a0Speaking to the decision maker gives you a chance to accelerate the deal and push for mutual resolution.<\/p>\n<p><strong>How to create leverage<\/strong><\/p>\n<p>Companies are in business to make money with the services or goods they provide.\u00a0You are negotiating on your company\u2019s interest for the good or service.\u00a0These goods and services have a market price and when negotiation begins, almost anything is possible. When negotiating, have a position A, B, and C.\u00a0Go in and read who you are negotiating with, check their body language, use dramatic pauses. Get to your A position quickly and hold that position with your research.\u00a0If the company is selling, chances are they need your business to make a quota. This is why you are talking to the decision makers \u2013 they can maximize your value and make it up with another company that didn\u2019t do their homework like you did.<\/p>\n<p><strong>Last resort<\/strong><\/p>\n<p>If you are not making progress, begin to wrap up the discussion while you pack your bag. Let them talk you down and acquiesce. If they don\u2019t, let\u2019s hope your BATNA was not that bad after all.<\/p>\n<p>The truth is not every negotiation works out in your favour. When it doesn\u2019t, I suggest comforting yourself with some ice cream.<\/p>\n<p><em>Donald Lee is Director, Strategic Sourcing, at advertising holding company MDC Partners. Previously, he was a Senior Sourcing Manager supporting Marketing and Advertising at The Walt Disney Company. Before Disney, he was in procurement at Mars Inc., working on supply chain solutions in co-manufacturing and co-packing.\u00a0 <\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>MDC Partners Donald Lee is not new to the Procurement Game, but the 15-year veteran is relatively new to the agency side of the equation. Previously, he wrote about how procurement, the client and the agency can work better together. In this article, he looks at the art of negotiating without leverage. My daughter is\u00a0a\u00a0fearless\u00a0negotiator, [&hellip;]<\/p>\n","protected":false},"author":23,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","footnotes":""},"categories":[253],"tags":[568,320,256],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Getting Through The Impenetrable Wall of Nos | Association of Canadian Advertisers<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/acaweb.ca\/en\/2016\/getting-through-the-impenetrable-wall-of-nos\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Getting Through The Impenetrable Wall of Nos | Association of Canadian Advertisers\" \/>\n<meta property=\"og:description\" content=\"MDC Partners Donald Lee is not new to the Procurement Game, but the 15-year veteran is relatively new to the agency side of the equation. 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