How can you promote inclusion in purchasing negotiations?

1 Understand your own biases

We all have unconscious biases that can influence how we perceive and interact with others. These biases can affect our decisions, assumptions, and behaviors in purchasing negotiations, and may create barriers or conflicts with people from different backgrounds, identities, or perspectives. To promote inclusion, you need to be aware of your own biases and how they may affect your negotiation style, goals, and strategies. You can use tools such as the Implicit Association Test or the Intercultural Development Inventory to assess your biases and cultural competence, and seek feedback from others to identify areas for improvement.

3 Adapt your approach

Once you have learned about your counterparts and their culture, you should be ready to adapt your approach to suit the context and the situation. This may mean adjusting your communication style, your negotiation strategy, your relationship building, or your decision making process. For example, you may need to use more direct or indirect language, more competitive or cooperative tactics, more formal or informal rapport, or more quick or slow pace, depending on your counterparts' preferences and expectations. You should also be flexible and open-minded, and be prepared to handle any surprises or challenges that may arise during the negotiation.

4 Seek common ground

One of the key goals of purchasing negotiations is to find a mutually beneficial solution that satisfies both parties. To achieve this, you need to seek common ground and avoid focusing on differences or conflicts. You can use techniques such as framing, reframing, or bridging to highlight shared interests, values, or goals, and to create a positive and collaborative atmosphere. You can also use empathy, appreciation, or recognition to acknowledge and validate your counterparts' perspectives and emotions, and to build trust and rapport. By seeking common ground, you can promote inclusion and create a win-win outcome for both parties.

5 Follow up respectfully

After you have reached an agreement in your purchasing negotiation, you should not forget to follow up respectfully with your counterparts and maintain the relationship. You should thank them for their cooperation and contribution, confirm the details and terms of the agreement, and address any issues or concerns that may arise. You should also respect their cultural norms and expectations regarding the follow-up process, such as the timing, the format, the tone, or the etiquette. By following up respectfully, you can show your commitment and professionalism, and foster a long-term and inclusive partnership.