Archive for January, 2014

The Philosophy Behind The NLPA’s Procurement Course Quizzes

As the instructor for many of the online procurement courses offered by the Next Level Purchasing Association (NLPA), I will occasionally get an email from a student (a procurement professional) saying something like, “I got question #3 on the quiz wrong.  The way that it was written was confusing.” I will admit…Some of our quiz questions DO require the student…

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Trouble Getting A Sole Source Vendor To Play Ball? Negotiate Creatively!

I hope that you have enjoyed the article, Creative Negotiation With Sole Source Vendors. In the article, I described how you can offer terms of value to the sole source vendor in exchange for that oh-so-elusive price reduction.  This approach works quite well.  But it doesn’t work 100% of the time – no single negotiation technique does. If the sole…

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Bridging The Gap Between IT and Procurement: Free Webinar on January 29!

In many organizations, there is a gap between IT and procurement despite both departments being similarly burdened and given similar roles within the organization.If this gap exists in your organization, or are worried that you may face that challenge in the future, you can’t miss the webinar, “Bridging The Gap Between IT and Procurement!” In this webinar, guest experts from…

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Compromising in Negotiations: What It Is, What It Isn’t

I hope that you enjoyed the article, How To Use The 4C Negotiation Strategies. I wanted to use this post to elaborate a little more about the third “C”: Compromising. At a previous employer, I had the opportunity to sit in on an interview with a candidate for a Senior Buyer position. In this particular instance, I didn’t have any…

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