Competency Definitions: Negotiations
Ability to gain alignment between internal and external parties, while achieving positive business results
Foundation Understands potential alignment gaps and determines negotiation guardrails to achieve desired results • Asks investigative questions to resolve objections with clear information • Searches out the boundaries of negotiation with planned questions • Prepares a negotiation plan by gathering accurate and relevant data • Focuses on interests rather than taking positions • Balances ADUSA needs with an understanding of those of suppliers • Identifies and effectively trades variables to reach a mutually acceptable agreement • Tracks agreed upon changes to proposal • Discusses options and finds common ground • Understands the impact of the ADUSA USA scale on negotiations
Mastery Develops creative solutions to resolve challenging situations to achieve alignment on desired business results • Proactively builds long term negotiation strategy, which includes implementing pre-negotiation activity • Understands and plans for long term implications of negotiating positions • Advances the business through enhancing relationships • Focuses on full set of in-store and online interests of all parties, rather than fixating on one position • Effectively leverages negotiation skill as a source of competitive advantage and consistently applies it to achieve positive financial outcomes • Uses a holistic view of negotiating, understanding and shaping the other side’s choice • Applies advanced negotiation techniques to resolve intractable situations • When negotiations come to an impasse, uses creativity to move beyond to mutually beneficial solutions • Negotiates long-term category contracts • Leverages the impact of ADUSA USA scale on negotiations
Advanced Recognizes and adapts to changing situations and provides creative solutions to achieve desired results • Builds an effective negotiation strategy based on business management questions and thorough understanding of supplier in-store and online needs and interests • Identifies all issues with resolution to come to common ground • Modifies personal behavior to current situation and environment • Moves entrenched positions to mutual interests • Continuously evaluates financial and service implications of negotiations to validate expected outcomes • Prepares for negotiations by understanding the negotiating history • Conducts oneself with poise and confidence, separating issues from individuals • Achieves best alternative to a negotiated agreement with preparation for potential alternatives • Acknowledges and probes supplier concerns and objections to understand underlying issues • Negotiates new vendor set up requirements • Negotiates the cost of products, eCommerce allowances, product supply and payment issues • Uses the impact of ADUSA USA scales to create effective negotiation tactics
72
Made with FlippingBook Online newsletter maker