By Adeva Gwenzi
In an effort to capacitate dairy farmers with negotiation skills, the Transforming Zimbabwe’s Dairy Value Chain project (TRANZ DVC) organized a two-day training workshop on Principled Negotiation in Harare.
The training, which was attended by Dairy farmers, Zimbabwe Farmers’ Union secretariat, the Zimbabwe Association of Dairy Farmers’ leadership and secretariat, as well as the Zimbabwe Dairy Industry Trust secretariat, gave the primary players in the dairy value chain an opportunity to explore and discuss the situation on the ground with regards to their relationship with processors and input suppliers versus their "ideal situation".
Most of the farmers present expressed displeasure at the fact that contracts between them and processors are mostly based on the interests of the latter. For instance, most contracts are silent on pricing issues whilst mainly focusing on milk quality.
"Because our product is perishable, we do not have much of a choice. Most of the time, we end up taking what is on offer without thinking twice," said one dairy farmer, Mrs. E Marwa.
According to farmers present, standard contracts are raised by the processors who are mostly considered the superior party, but farmers would want a relationship of mutual benefit.
"We want to encourage a win-win relationship with our valued processors," said dairy farmer, Mr. M Muzariri.
Farmers were therefore trained on how to try and turn the present situation into a better win-win arrangement using principled negotiation engagements.
Göran Forssén, the facilitator encouraged the participants that, for a good negotiation process, they need to "Think outside the box when looking for alternatives".
He also emphasized the importance of gathering background information on the organization they would want to enter into a negotiation with.
"Rely on objective data when you get into negotiation. Also try and get data which you can use to justify your proposal," he said.
The training also enlightened participants on the principles of negotiation, establishing the objective criteria and creating options, establishing the deal parameters, engagement planning, and principles of persuasion, amongst other topics.
Farmers expressed gratitude for the training program and were hopeful that the skills gained would assist them in making positive changes in their dairy businesses.
