All posts in Articles

Fact-Based Negotiation: Final Thoughts

I hope that you have enjoyed the articles “Why To Hate Fact-Based Negotiation, Part I” and “Why To Hate Fact-Based Negotiation, Part II.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! Now, I know from some email I received, that some readers got the false impression that I recommend using only emotion-based negotiation and not fact-based negotiation.  Not…

Read more

Emotion Is Too Absent From Today’s Procurement Negotiations

I hope that you enjoyed the article “Why To Hate Fact-Based Negotiation, Part I.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! When people talk about old-school procurement negotiation, they often paint a picture of a crusty old guy pounding on the table and yelling at a supplier to lower its price or else.  While I’m glad that…

Read more

Sourcing Negotiations: Where Is The Line Between “Too Hard” & “Not Hard Enough”

I hope that you have enjoyed the article “Negotiating Too Hard: Why Suppliers Bail.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! In the article, I wrote that “in certain situations, it’s possible to negotiate too hard. Negotiating too hard may drive the optimal supplier away, inhibiting your organization’s long-term success, even if you did get a slightly…

Read more

Digging Yourself A Negotiation Hole Right From The Get-Go?

If you’re a sports fan like me, you hate when your favorite team gets scored against in the opening minutes of a game. Don’t miss updates on Procurement & Supply Chain, Subscribe here! It makes it feel like “game over” right away.  It’s hard to play catch up.  And sometimes, it feels like the team just “mails it in” because…

Read more

Women, Equal Pay and Negotiation Skills

The 2015 Next Level Purchasing Association Salary Report indicates that 81% of all procurement professionals outside of North America were men, who in turn made approximately 15.7% more money than their female counterparts.  In North America, the numbers indicated that the gender gap was much narrower at 53% men to 47% women in the field.  However, the salary gap indicated women…

Read more

Oil Prices are Declining, Time to Call your Suppliers to Negotiate

The declining price of oil (just under $60 a barrel as of today) has been a hot topic recently and a wide range of analysts are coming out of the woodwork with prognostications on where the price is headed and for how long. Don’t miss updates on Procurement & Supply Chain, Subscribe here! While all these so-called “experts” offer their…

Read more

Strategic Sourcing 2014: How Best-In-Class Organizations Connect the Dots in Procurement

Today’s guest post comes from Priyanka Potdukhe, Public Relations Manager for Zycus, Inc. Don’t miss updates on Procurement & Supply Chain, Subscribe here! Procurement has evolved over the past few years. The challenges faced by procurement some 10 years ago were different from those they are facing today. Globalization and the subsequent easing of trade relations resulted in increased opportunity for…

Read more

Supply Chain Social Responsibility Laws: Which Apply To You?

I hope that you have enjoyed the article, “A 12-Point Supplier Responsibility Checklist.”  In the article, I referenced two supply chain social responsibility-related laws:  the California Transparency in Supply Chains Act and the Dodd-Frank Act.  If you are just starting a supply chain social responsibility program, one of the first things you need to do is to figure which of…

Read more

More Negotiation Steps For Optional Procurements

I hope that you have enjoyed the article “7 Steps For Negotiating Optional Procurements.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! In that article, I shared the first five of those seven steps.  Here are the remaining two steps… 6.     Offer to settle at an amount up to your organization’s maximum.  If you haven’t reached an agreement…

Read more

Spot Buys: The Nagging Little Things With Big Cost Savings Potential

I hope that you have enjoyed the article, “Negotiating Your Spot Buys.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! This article was inspired after an NLPA member asked me for advice related to negotiating his spot buys.  He described his situation where his suppliers began reacting the same way to his negotiation attempts, saying “We’re as low…

Read more

->