Global Leaders in Procurement & Negotiations (PSCMInstitute.com)

February 2014

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

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

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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