Have you ever wondered how some buyers appear to clinch deals a lot easier than others? Or how some people seem to have an aurora of self-assurance and always say the right thing?
Neurolinguistic programming (NLP) tries to explain this by exploring the relationship between how people think and how they act (patterns of behaviour and emotions).
By explaining these patterns, we can communicate and manage ourselves, and others, more efficiently. These patterns also shed new light on our behaviours and communication that can help us to become better Buyers.
For example, you may need to recognise that different approaches are needed for different situations, and what has worked in the past might not work in the future.
The nature of communication among buyers, suppliers and stakeholders is crucial to a project’s outcome, and despite much of our buying being through business-to-business contracts, the actual process of procurement occurs among these individual people, and as such its success hinges greatly on the personalities of and relationships among these people.
Supplier Relationship Management (SRM), Stakeholder Management and Negotiation are all about recognising behaviours and aiding relationships. Using NLP can help us to communicate more effectively with others, build relationships from the first conversation and evolve those relationships into valuable resources for the future.
Through my work with SpringTide, I now appreciate how NLP can help with negotiations from the everyday to multi-million pound deals, it also helps build and preserve relationships.
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