My business owners tell me on a fairly regular basis, both in words and in their facial expressions, that they believe that I’m pretty tough on their vendors. Sticking to my position isn’t stubbornness – it comes from conviction. I believe that I am correct and I support my belief with factual statements, real-life examples (and analogies where necessary).
In the article, it’s suggested by one organization that
“Honesty, fairness and truthfulness …. can lead to you being punished during negotiation … This is where behaviour such as being inconsiderate, selfish and unfair can be required .. During the negotiation you take on a new persona, someone who wants to get the best deals possible, who will not back down, will be aggressive, selfish, even rejecting.”
But they go on to make a point that I’ve been singing about for the last several years regarding my fellow buyers:
“A lot of producers only have themselves to blame because they are prepared simply to kow-tow to the supermarkets. If more people stood up to them, they might think more carefully about how they treat people.”