All posts in Negotiation

Negotiating The Non-Disclosure Agreement (NDA)

I hope that you have enjoyed the article, “When A Supplier Should Sign Your NDA.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! The NDA, short for non-disclosure agreement and also called a confidentiality agreement, is usually one of the easiest contracts for a procurement professional to negotiate.  The problem with NDA’s is not usually in the negotiation…

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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. Don’t miss updates on Procurement & Supply Chain, Subscribe here! 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…

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More Persuasion Tips For Supplier Negotiations

I hope that you have enjoyed the article, Persuasion Tips For Supplier Negotiations. Don’t miss updates on Procurement & Supply Chain, Subscribe here! In the article, I shared one variable involved in creating the perfect negotiation first impression with your supplier.  In this post, I will share another variable. This second variable is the degree of firmness of the grip of…

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Information As A Negotiation Tool

I hope that you have enjoyed the article “Getting & Using Information In A Negotiation.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! I gotta admit that, of the three negotiation tips I covered in the article, my personal favorite is “Don’t talk too much.” Imagine that you bought a lottery ticket on this same date last year. …

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How Suppliers Negotiate Price

I hope that you have enjoyed the article “How Suppliers Defend Price in Negotiations.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! In the article, I shared seven things that suppliers often say to try to defuse procurement negotiation attempts.  I encouraged readers to come up with their own responses to those supplier salvos.  However, because you are…

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20 Points That Shape Your Negotiation First Impression

One of the things you need to accomplish to maximize your success as a negotiator is to create the perfect first impression with your suppliers. Don’t miss updates on Procurement & Supply Chain, Subscribe here! The perfect negotiation first impression is one where your suppliers immediately know that you are a negotiating force to be reckoned with.  Whether you are…

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Musings on Procurement 2008-2012

Years ago, procurement was all about cost performance. Back then, procurement departments had one metric and one metric alone: cost savings. Actually, quite a large number of procurement departments still only have this one key performance indicator. Sadly, there are even quite a few procurement departments out there that don’t use ANY metrics…but I digress. Don’t miss updates on Procurement…

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Successful Negotiation is All About Words…Well, Mostly About Words

I hope that you enjoyed the article “3 Negotiation ‘Bad Words.’” Don’t miss updates on Procurement & Supply Chain, Subscribe here! I’ve written a lot of articles about negotiation. And because your choice of words in negotiation often determines whether or not you succeed, many of those articles focus on the exact words to use, such as the article “How…

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Performance-Focused Negotiation

I hope that you have enjoyed the article, “How To Negotiate When ‘Time Is Money’.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! The article gave an example of how you can negotiate in order to give your supplier the incentive to deliver on time. Of course, on-time delivery is not the only aspect of good supplier performance,…

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Your Supplier’s Negotiating Strategy: Know It, Beat It

I hope that you have enjoyed the article “Defeating A Supplier’s Negotiating Strategy.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! In the article, I gave a couple of examples of suppliers’ negotiating strategies and how they could be identified and countered. I’ll use this blog post to describe one more strategy. I call this negotiating strategy “taking…

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