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 […]

Negotiating with Suppliers that have ALL the Bargaining Power Read More »

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

Here’s Why Your Legal Dept Holds Up Negotiations Read More »

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

The Fallacy of At The Table Negotiations Read More »