Global Leaders in Procurement & Negotiations (PSCMInstitute.com)

Purchasing Training

Negotiating with Suppliers that have ALL the Bargaining Power

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 […]

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Writing the Other Party’s Negotiation Victory Speech

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

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Here’s Why Your Legal Dept Holds Up Negotiations

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

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The Fallacy of At The Table Negotiations

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

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Purchasing Negotiation Training – Get Out of Dark Ages

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

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Purchasing Training ~ Validation of Demand

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

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Purchasing Training ~ Bribery, Corruption & Kickbacks!

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

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Purchasing Training ~ Breakthrough Negotiation

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

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