Global Leaders in Procurement & Negotiations (PSCMInstitute.com)
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 […]
Sunk Costs in Negotiations Read More »
I saw an article just this last week in LinkedIn describing different scenarios for buyer and seller to go back and forth on negotiation terms for best outcomes – offer, response, counter offer, counter response, etc. It was touted as a game changing system, and was even given a name and trademarked, indicating it was
The Fallacy of At The Table Negotiations Read More »
Get Your Negotiations Out of the Dark Ages No matter what industry or geography I get contacted by, the request is always the same: “come talk to us about negotiations”. It’s a hot topic, that’s for sure. I’m just not happy with the state of the union though. There’s so much bad information out there on
Purchasing Negotiation Training – Get Out of Dark Ages Read More »
Are You Performing “Validation of Demand” With Your End Users? Ok, you’ve heard me say before that I prefer we not call anyone inside of our companies the “customer”. The only customer we have is the Board of Directors, Taxpayers (for public entities), Shareholders (for private companies), and Internal Audit (for all companies!). So the right
Purchasing Training ~ Validation of Demand Read More »
It Happened Again! Bribery, Corruption, & Kickbacks! It happened again. It happens all the time actually. I just read the CNN headline: “Ex-New Orleans Mayor Ray Nagin gets 10 years in prison”. An excerpt from the article below: “A January 2013 indictment detailed more than $200,000 in bribes to the mayor, and his family members allegedly received a
Purchasing Training ~ Bribery, Corruption & Kickbacks! Read More »
Purchasing Negotiations – Is Your Style Adaptive? You’ve been doing a lot of things the same for a long time. Life would be too complex otherwise. Imagine if every time you wanted to brush your teeth, you had to sit and think about which teeth to start with, what type of strokes to use, how
Purchasing Negotiations Training Read More »
Getting Breakthrough Negotiation Results Suppliers are pretty smart. They are smarter than you think actually. Did you know sales people spend up to 40% of their time in training, while purchasing on average spends less than 2% of their time in training? It’s no wonder they are able to be so capable in selling solutions. And as the
Purchasing Training ~ Breakthrough Negotiation Read More »
Are You Managing Your Currency Risk? I’m vacationing in Italy and France right now with my wife, but being the dedicated guy that I am, I’m sneaking in a blog – being typed as I fly from Venice to Paris. After feeling the personal sting of currency exchange using the once mighty dollar (and it’s
Purchasing Training ~ Managing Currency Risk Read More »
Who’s Managing Who With Your Suppliers? What would you think if you entered a cruise ship and found out that the captain was not only steering the ship, but also cooking the food and cleaning the restrooms? The thought is ludicrous, right? It’s ludicrous on a lot of levels. One is that there just isn’t time for
Purchasing Training ~ Issue #57 Read More »
Watch this purchasing training that picks up where last weeks left off about why you need to STOP buying goods and services and instead, start buying PERFORMANCE RESULTS. Eliminate almost all of your procurement problems becoming a Specifications and Scope of Work Analyst. Email readers, click the video image below or Click Here to watch now.
Purchasing Training – Specifications and Scope of Work Analyst Read More »
