You might ask, ?Why should I even attempt to negotiate when suppliers these days have their prices set?? Most of the time, prices are not always firm. Also, there is much more to negotiate than price. And since competition for your business is fierce, and very few customers negotiate, negotiating with your suppliers will get you a better price, a better product, and better terms.



Purchasing outdoor furniture for your business is a big investment. Just because your business is small, does not mean you can't negotiate the same kinds of deals from your suppliers that the big corporations manage. All it takes is doing your homework, knowing your priorities, and learning a few techniques and tricks the corporations use to successfully negotiate with their suppliers.

Do your homework.

Before you begin any major negotiation, it is imperative that you do your homework and gather a significant amount of information about outdoor furniture. Being a good negotiator requires knowledge.

You need the latest, most up to date information. The best place to get it is from suppliers. Talk to the people who are the experts and can offer the most knowledge- the manufacturers, their distributors, and the sales reps.

It is important to shop around and gather several quotes for your outdoor furniture project. And don't just collect prices. You should also inquire about service, parts, the brand, and the quality of the pieces. You should also learn about durability, the care of the furniture, what the expected wear and tear is, and any other relevant facts.

Know your priorities.

When you are ready to negotiate the best deal for your outdoor furniture project, consider the total cost, which factors in all of the variables, including price. And if you want an even bigger discount, negotiate a long term commitment. Keep in mind that price is not everything. Your image will be projected by the outdoor furniture you choose, so quality and durability are important factors. Know what is important to you when you enter the negotiation.

Put all of the factors on the table as items to be negotiated. It is easier to win what you want when each side has many concessions to chose from such as the delivery schedule, payment terms, set up costs, warranties, service contact, etc.

Stick to your guns on the items that you and your company value most and concede on the items that are of less importance. For example, are you more concerned about quality or price? Is it important to have the supplier assemble and layout the pieces?

Smart negotiation means knowing your priorities.

Use corporate techniques.

If you want to negotiate the same types of discounts and sweet deals that big corporations manage, then you need to learn to use the techniques they use. Granted, you are not investing millions of dollars in a skilled procurement department, but that does not mean you can't employ the same savvy techniques used by the big boys.

The best thing to do is to take a negotiating course to get familiar with these powerful techniques. Corporations are constantly looking for ways to save money and you should be too. Success in business sometimes boils down to your effective negotiating skills.

Some of the techniques used by skilled procurement people include the bait and switch and its exact opposite, the pie in the sky. They also understand the sales rep, where his weaknesses and motivations are. And they understand who the primary competitors are and how to benefit by pitting them against each other.

While you are learning to perfect your negotiating tactics, it is also important to avoid some of the common mistakes when negotiating with your outdoor furniture suppliers.

The most common mistakes are adopting a rigid mindset, or a ?my way or the highway? attitude; giving concessions too early; responding too fast to demands; giving concessions without getting one in return; and winning at all costs. Never threaten to switch if current suppliers do not do what you want. You already have great leverage with your current supplier.

The most important thing to always remember is that a successful negotiation means creating a mutually beneficial deal, or a win-win. Too many people make the mistake of thinking negotiating is about winning at all costs. To be an effective negotiator, you must strike a deal that benefits both you and your supplier. Otherwise, you are just going to bang your head against the wall in an exercise of futility.

Negotiating is an integral part of your interactions with customers and suppliers on a daily basis and it is essential to your success to perfect this important business survival skill.