Negotiating with conviction: Testimonial from a purchasing and commercial partnership professional

Could you tell us how you got into the world of negotiation? Was there a turning point in your career?

As a child and then as a teenager, looking for pocket money to finance my passion for skiing, I took on a variety of odd jobs on my own account and for various shopkeepers. At a young age, I realised that negotiation skills were essential. That's where it all began. With a rewarding career in graphic arts, evening classes provided me with the training I needed to progress and gave me a leg up. Equipped to take action, management decided to give me responsibility for purchasing, monitoring raw material stocks and company buildings. That was the turning point.

What was your most memorable negotiation and why did it make an impression on you?

The negotiations that leave their mark mainly concern complaints about the quality of the raw material. The manufacturing defect in the cardboard (mottling/marbling) on the surface significantly affects printing speeds, requiring sorting or reprinting. Significant production costs accumulate due to what can sometimes be considerable time losses. With no response from the supplier despite repeated reminders, its managing director finally agrees to meet me at our site several months later. Our technical management team, which is involved in the matter, is present. The supplier's managing director says: “Sir, if necessary, I will stay here for three days (...)”. Not having the budget to accommodate him, I assured him that, contrary to what he claimed, the matter would be resolved more quickly than he thought. With strong, well-supported arguments and irrefutable visual evidence, including figures for the industrial losses incurred, everything was settled after three hours of negotiations, to our great satisfaction.

In another case involving the same issues contested by a Scottish supplier, his arrival in Switzerland the following day and his observation of the defect immediately resolved the dispute. The immediate manufacture and dispatch of a new emergency production run with compensation for lost production costs was accepted.

Sometimes you have to move heaven and earth to make yourself heard, despite the damage to their image that some suppliers cause by denying the facts. These claims are legitimate and easy to prove... and everything is usually sorted out quickly in the end. A few rare manufacturers protect their business with, at times, bad faith that must be vigorously combated. There is always a lasting mark left by internal consultation, gathering evidence, calculating losses incurred, and the energy that must be put into it. 

On the other hand, routine negotiations, taking into account market prices, competition, quality of support, quantity or tonnage, with quality certification from reputable suppliers, are generally an easy and attractive process that brings you great professional satisfaction. 

In your experience, what are the essential qualities that distinguish a good negotiator from an excellent one?

Honesty, integrity and incorruptibility. Perfect knowledge of market prices and, in particular, the quality of the products offered. The establishment of a privileged network of responsive, committed, fast and efficient suppliers who are organised and respectful of deadlines. 

Personal investment and total availability, both internally and externally. Constant dialogue with technical, sales and finance departments. High personal standards, including those applied to suppliers. Partnership combined with intuition, instinct and a natural rapport lead to trust. Product certification and ongoing supplier evaluation are essential tools. Finally, it takes time to surround yourself with outstanding suppliers. They will lead you to success.

How did you overcome moments of doubt or failure in your career as a negotiator?

You have to believe in yourself and have a strong mental attitude. Personal instinct, knowledge of products and market prices, professional awareness, dedication, preparation and passion for the job are all factors that will protect you from doubt and failure.

Competitive sport teaches you to compete against yourself first, and then to lose or win against your rivals. Having experienced this (in several sports) teaches you to overcome the most difficult situations. 

Do not doubt, “feel” and work around any potential failures that may arise.

A necessary career change gave me the opportunity to relaunch my career with training and a degree in business management. This certification allowed me to bounce back in purchasing, marketing, and communications. Never give up and continue to learn and be entrepreneurial. 

Could you share a technique or approach that has been particularly successful for you and that you use regularly?

Prioritise dialogue with sellers (both internal and external). Make them full partners. 

A major publisher was printing abroad (due to currency fluctuations and the high cost of Swiss labour). After six weeks of tough negotiations to lower the price of the high-quality paper used in its publications, we offered the publishing house a bulk print run of several books in succession, to be renewed over time. We succeeded in the impossible challenge of bringing the client and its books back home! 

By making the supplier aware of the objective of the requested reduction, as well as the bookbinder, and by carefully pre-calculating the work ourselves, this technique proves to be worthwhile. It involves pooling commercial efforts and involving the customer, who will find it to their advantage.

This flexibility promotes business. For large markets, it benefits everyone. You have to be open to others, be bold and document everything. It's a winning mindset for those who know how to surround themselves with reliable partners who are committed to the commercial cause.

How has negotiation changed the way you approach challenges in your personal life?

Practising a profession is a long-term learning process. It transforms, refines, perfects and enhances all your intellectual abilities. It gives you confidence in what you undertake. Combined with determination and a flexible but strong character, all the skills you acquire will be a major asset in your future personal life. Interacting with our partners, suppliers and colleagues (technical, finance, administration, senior management, division managers, etc.) enriches you in a significant and very beneficial way.

If you had to start your journey again today, what would you do differently?

My youth and my many commitments in life have taught me the essentials: humility, respect for others, diligence, determination and the importance of high-quality work linked to lifelong learning.

All life can be improved. The more we progress, the more we realise... that we do not know much. 

If I had to do it all over again, my priorities would be to study the subjects that will shape my future in depth, undergo intensive training and adopt a flawless cultural approach. I would give my dear beloved brain a hard time, as I regret only having demanded 10% of its full potential... I believe I am not the only one.