Global Leaders in Procurement & Negotiations (PSCMInstitute.com)

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August 2022

Sunk Costs in Negotiations

negotiation training, negotiations, Procurement, procurement training, Purchasing /

You’ve all heard of the Sunk Cost Fallacy.  It’s a killer in negotiations.  But usually in INTERNAL negotiations – with management, end users, and other stakeholders.  Before we talk about the procurement implications, let me share a story.  There was a cult years ago that said the world would end on a particular day.   They

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