Influence Mastery: Elevate Your Procurement Game with Neuroscience

Influence Success: Focus on the Risks

In the fast-paced world of procurement and negotiations, understanding the intricate workings of the human mind is the key to unlocking unparalleled success.

It's not just a strategic dance of numbers; it's a psychological ballet.

Neuroscience 101

A fascinating truth: individuals are inherently wired to be more motivated by avoiding potential losses than by pursuing potential gains. This revelation serves as the foundational principle guiding our journey into mastering the art of influence in procurement.

Let's delve into a strategic approach – one that centers on focusing on risks and turning them into powerful influencers.

Influence Process Flow

Before we embark on the journey of mastering influence, let's outline a three-step process that has proven effective in numerous scenarios

1. Twist the knife

Begin by unearthing 1-2 instances where supplier performance took a nosedive post-contract. Recall the challenges faced, the escalations, and the substantial time and resources invested. The objective here is to vividly remind stakeholders of the past poor performance and the toll it took on the organization.

Ask the end user, “Do you remember....”

• How many escalations we had to do?

• How many meetings we sat in with the supplier? – How many hours and weeks we spent on that?

2. Ask Benefits

Now that you’ve twisted the knife on everything that went wrong... transition to asking about the benefits derived from those efforts. Pose questions like:

• Did the exhaustive efforts reflect positively on your performance review?

• Could that time have been better spent elsewhere?

2. Offer Avoidance Solutions

Now that you've laid the groundwork, shift the focus to solutions that exclusively benefit the end user. Everything you say here must be 100% focused on exclusive benefit to end user.

Craft your message with precision, emphasizing the potential risks that lie ahead:

• "While I can sign this deal, the same challenges are likely to resurface. Do you want to go through that again?"

• "I can intervene now, before they have our money. Once the deal is signed, my hands will be tied. Let me make a difference now."

• Let’s architect a strategy to. . .

In essence, this approach doesn't just address the concerns; it positions you as a proactive problem-solver with the end user's best interests at heart.

Your #1 Influence Vehicle: Past Poor Performance

The linchpin of this influence strategy is leveraging past poor performance as a vehicle for change. By skilfully navigating through the three-step process, you not only highlight the risks associated with continuing down a certain path but also position yourself as the ally who can pave the way for a more successful future.

In conclusion, honing the art of influence in procurement is not just about understanding the nuances; it's about applying proven frameworks that guide you towards success. The CPSCM™ certification program stands as the beacon for mastering these frameworks, equipping you with the precise tools needed to enhance your negotiation prowess and build influential models.

Picture yourself applying these frameworks in your negotiation meetings come Monday morning, steering conversations towards success. Elevate your influence game, shape the trajectory of your organization, and join the league of influential leaders. Become a CPSCM™ member today and embark on a transformative journey toward unparalleled excellence in procurement and negotiations.

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