Global Leaders in Procurement & Negotiations (PSCMInstitute.com)
I have more and more clients that are struggling with pandemic negotiations with suppliers who hold all the bargaining power. There’s really only 2 things that can be done to address this: Or you can keep hammering the supplier on price, but you are already doing that, and you were doing it before the pandemic […]
Negotiating with Suppliers that have ALL the Bargaining Power Read More »
Something we focus very little on in negotiations is how to make the other party look and feel successful out of the deal. All of our focus is on how to make ourselves look, feel, and actually be successful in negotiations – and letting our management chain know. But the other party has a management
Writing the Other Party’s Negotiation Victory Speech Read More »
I’ll cut to the chase on this one: The problem is not the legal department. The problem is you and your procurement dept. Let me explain. There’s really a few pieces involved. We’ll knock one of them out now. The legal dept is viewed as overhead. That means they will never be sufficiently funded, and
Here’s Why Your Legal Dept Holds Up 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 »
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 »
How Much Time Are You Spending Preparing for Negotiations? I’m here to break myths and to kill bad practices. We need to start doing business differently as purchasing professionals. Putting out fires all day is not going to cut it. Hey, I’m not an academic, I’ve been there, remember? I was doing public and in-house
Purchasing Negotiation Training 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 »
