Global Leaders in Procurement & Negotiations (PSCMInstitute.com)

January 2024

Procurement’s Fatal Flaw is Confusing Negotiation with Influence

Let me be bold and pull no punches: The procurement function has possibly the least experience with driving influence of any major organizational function in large companies.  And you may find this counterintuitive, thinking “but all we do is negotiate huge high stakes deals, more than any other function, so how can this be true?”

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