Procurement Pros - Stay Silent and Get More Leverage during Your Negotiations!
- Gaurav Sharma
- 18 hours ago
- 2 min read
Why do some Procurement professionals end up bidding against themselves? They speak too much, and that’s purely a vendor-designed tactic. Vendor uses Silence as a Tactic, but not Procurement!
In fact, I value the Silence tactic more than the classic “Good cop - Bad cop” tactic in negotiations.
My mentor once told me, “The person who speaks first after an offer often loses”. I keep this as a reminder during all my negotiations!
Vendors undergo rigorous technical and sales training. Most of the Procurement teams dont go through either one! See the issue?So, why are procurement pros uncomfortable with Silence? Some thoughts:
1.) I am “smart” and I need to show it: you (the category manager) spent years negotiating this category and have developed a brand new category strategy recently! You NEED them to know how smart you are. So you talk. And talk. And end up revealing far too much early in the process! Now, your leverage is gone!
2.) The Validation Anxiety: You need validation from your Boss! You need to speak after your boss (the second person to speak after the boss rule!). I am sure you have heard of this one.
3.) Relationship Myth: Somewhere you think it is solely the Procurement’s job to cultivate supplier relationships. So, you interpret every silence as a relationship dying. It’s not. It’s a negotiation in progress!
Here’s what Silence ACTUALLY does during Negotiations:
- It forces your vendor to fill the gap (instead of you!)
- Makes your position seem stronger than it is
- Prevents you from bidding against yourself (like I mentioned earlier)
- Creates pressure without being aggressive
- Most importantly, it gives you the time to think instead of reacting
Here is how to ENFORCE this:
After you receive a vendor offer, implement these simple rules
1.) If an offer is received via email, no response within the first 48-72 hours (depending upon your bidding timeline)
2.) If an offer is received on a call/virtual meet: MUTE YOURSELF. Now you can’t speak even if your urge to respond spikes.
3.) If an offer is received in person during the meeting: LEARN TO STAY SILENT! Remember the first rule: The person who speaks first after an offer often loses
HERE is one test for your next negotiation:
Next time you’re in a face-to-face negotiation, try this: Make your offer. Count to 30. Watch what happens.
Then send me a thank-you note later!
(Shameless plug: connect with supernegotiate, if you are looking for an unconventional masterclass on procurement negotiation. I love unorthodox and creative negotiation tactics, and I’d love to get you on my podcast if you are willing to share your skills with the community.
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