Global Leaders in Procurement & Negotiations (PSCMInstitute.com)

Purchasing Negotiation

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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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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Supplier Negotiation Strategies, Part 3 – Supplier Time Pressures

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

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Is Urgency In Purchasing Negotiations Always Leaving You With The Short End Of The Stick?

Do you seem to see a purchasing correlation in just about everything? I find this personal habit highly interesting, maybe even fascinating, but my wife wants me to cut it out immediately and focus more on how her day was. Since she’s not here, let me tell you that I’m a big NFL fan.  I

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