Global Leaders in Procurement & Negotiations (PSCMInstitute.com)

  • The Global Leader in Negotiations, Procurement and Supply Chain Management
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February 2014

Purchasing Training – Supplier Negotiation Strategies, Pt 2 – “Puppy in the Window”

Purchasing Negotiation, Purchasing Process, Purchasing Training, Supply Chain, Supply Chain Management Training /

Puppy In The Window Trick OK, so this series is about counter-intelligence. In this context, that means knowing exactly what tactics and strategies suppliers like to use, and being able to anticipate, recognize, and diffuse those attempts. Mind you the goal is not for you to win so they can lose. The big name courses […]

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Supplier Negotiation Strategies, Pt 1: Nibbling

Purchasing Negotiation, Purchasing Training, Supply Chain Management Training /

You’ve heard me say it many times before: I’ve virtually stopped reading books on purchasing negotiation strategies, mostly because there’s very few good ones. It’s why I wrote my own, and it’s also why I almost exclusively read sales books on negotiation strategies – to get counter intelligence. Counter intelligence. What a concept. It’s of

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