Global Leaders in Procurement & Negotiations (PSCMInstitute.com)
After twenty years of doing thousands of hours of purchasing training and seminars and consulting in 15 different countries, I think I’ve seen it all. There are so many lingering opportunities in our profession to do things better. Purchasing pros are deeply disconnected with what’s not working however. How do I know? People only want […]
The #1 Deadly Mistake Purchasing Pros Make Read More »
This is the last in this series for now – a series about supplier negotiation strategies. It’s all about counter-intelligence, and knowing what suppliers may do, and being able to anticipate, respond, and diffuse such strategies. Of course I have a multitude of content on such counter-intelligence strategies, but there is only so much I
Supplier Negotiation Strategies, Part 4 Read More »
We are doing a blog series here focused on supplier negotiation strategies. This is an appetizer for the kind of “main courses” I teach in my online and face to face training solutions. We are learning counter-intelligence about how sales people prepare for negotiations and what tactics they use. Guess what happens when you know
Supplier Negotiation Strategies, Part 3 – Supplier Time Pressures Read More »
So we are talking about supplier negotiation strategies. This is a counter-intelligence series. Instead of talking about what strategies are in the purchasing arsenal, we are talking about what is in the supplier’s arsenal. In doing so, we will learn how to anticipate and respond to such tactics. It’s a critical skill. Recognize though that
Supplier Negotiation Strategies, Pt 3: Location Control Strategy Read More »
