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 »
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 …
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 »
I was presenting at an International Purchasing Conference in South America this week. This is for one of the organizations of the IFPSM – The International Federation of Purchasing and Supply Management – and this organization is chartered to drive purchasing excellence for the entire region of South America. I was their headline speaker for …
Purchasing ~ Are Your Single/Sole Sourced Suppliers Price Gouging You? 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 …
