Global Leaders in Procurement & Negotiations (PSCMInstitute.com)
We are now down to the 3rd Procurement Contract Deadly Sin. And it’s the deadliest of them all. If you did not read the prior 2 deadly sins, these all feed upon each other. Here are links to the other 2: The 3 Procurement Contract Deadly Sins – Part 1 – Global Leaders in Procurement […]
The 3 Procurement Contract Deadly Sins – Part 3 Read More »
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 »
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 »
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 »
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Do You Cost Model? Why Not? Part V Read More »
That’s one of the questions I’m going to ask at a 2 day public seminar I’m leading in Singapore next month. If you look at all the negotiation courses out there, they all focus on ways to influence suppliers to achieve your objectives. None of the negotiation courses out there, and I really truly mean
Do You Cost Model? Why Not? Read More »
