All posts in Negotiation

As A Procurement Negotiator, How Should You Be More Like A Pediatric Surgeon?

We all have insecurities or qualities of ourselves that we’d like to improve, right? Don’t miss updates on Procurement & Supply Chain, Subscribe here! Well, I’m no exception. One of my skill sets that I’m always trying to take to the proverbial next level is my speaking skills. I’d love for the day to come when I could get through…

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The NFL Lockout Negotiations: What Can Procurement Take Away?

The big news in the past 48 hours is that the NFL players have approved the deal negotiated with the owners and that there will be professional football played in the USA this year. Don’t miss updates on Procurement & Supply Chain, Subscribe here! This news obviously excited football fans. But it also excited me as more than just a…

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Highlights From The IT Negotiation Webinar Yesterday

In case you missed yesterday’s Next Level Purchasing Association monthly member’s webinar yesterday, I thought I’d post a few highlights here. And there were many highlights due to the fantastic presentation from ClearEdge Partners‘ Tom Demarco. Some excerpts from Tom’s sage advice… Don’t miss updates on Procurement & Supply Chain, Subscribe here! On incumbent supplier’s inflexibility with pricing: “They know…

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You Do Have A Late-Stage Negotiation Strategy, Don’t You?

I hope that you have enjoyed the article “Here Is Your End-of-Negotiation Strategy.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! You know, I just love to hear salespeoples’ thoughts on negotiating with procurement professionals and sourcing teams. A few conversations I’ve had with salespeople throughout my recent career came to mind when writing this article. They included…

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Why Your Suppliers Don’t Want You To Think It Over

Long time readers of my blog know that I love to study sales strategies and determine how procurement professionals should deal with them. So, when I received the below-linked sales training video clip in my very overloaded inbox today, I couldn’t save it for later. I had to watch it right away! Don’t miss updates on Procurement & Supply Chain,…

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The Should Cost Model – An End or a Means To An End?

I hope that you have enjoyed the article “Using A Should Cost Model In Negotiation.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! This article was based on a podcast interview I did with Tim Reis, a Sourcing Manager who holds the SPSM® Certification. What I love about this article and Tim’s approach is that it makes it…

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Negotiating & The Impact of Urgency

I’d like to dedicate this post to further dissecting yesterday’s article “Tips For Negotiating With A Sole Source.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! In the first tip, I emphasized how time can motivate suppliers – even sole source suppliers – to concede a little bit in order to close a deal quickly. In procurement, it…

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Rewards As An Alternative To Penalties In Contracts

I hope that you enjoyed the article “Tips For Negotiating With A Sole Source.” I wanted to use this post to expand upon one of the items from the article, specifically “Create tiered risk/rewards scenarios for Service Level Agreements.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! Obviously, with any contractual relationship, you want the supplier to perform…

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Ethics In Negotiation

I am concerned that the latest resource, entitled “Negotiation, Ethics, & You” might be controversial. Ethical issues usually are. Don’t miss updates on Procurement & Supply Chain, Subscribe here! You see, with laws, there are usually specific and clear boundaries. These boundaries are codified. With ethics, the boundaries are not as clear. Ethics in negotiation can be largely a matter…

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Want To Learn How To Negotiate?

Whew…We have just put the finishing touches on a new class. We’ve been working on it for months and now it is ready. And even though we spent months putting it together, it really draws from about a decade of notes, experiences, lessons learned, triumphs, mistakes, and so on. Don’t miss updates on Procurement & Supply Chain, Subscribe here! If…

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