All posts in Negotiation

Negotiation Preparation Beats Intelligence: Change My Mind

I had seen the memes for months.  But, it wasn’t until recently that I became aware that the guy seen sitting behind a table bearing a sign with the words “change my mind” had a pretty interesting and provocative series of webisodes. This guy, Steven Crowder, appears in public places with a sign stating a usually-conservative belief and inviting passersby…

Read more

Renegotiation & Credibility

The big news in the negotiation world this week is that US President Donald Trump has withdrawn the US from the Joint Comprehensive Plan of Action.  The JCPOA, often referred to as the “Iran nuclear deal,” was a multi-nation agreement with Iran designed to prevent Iran from developing nuclear weapons.  Though the withdrawal decision might be a final decision, President Trump…

Read more

Incorporating Value-Driven Procurement Into Negotiations

I’ve written extensively about the concept of “value” in procurement.  A couple must-read items include “What Is Best Value Procurement?” and “How Sales Pricing Drives Procurement Pressure.” A simplified variation of my definition of procurement value is “how much quantifiable monetary benefit your organization receives from purchasing something.” In procurement, we often use the concept of value to compare supplier…

Read more

How Much Negotiation Mercy Should You Give To Spineless Suppliers?

In today’s business world, there’s a desire to have your good suppliers stay in business.  This desire often tempers how aggressive procurement professionals are when negotiating with certain suppliers. Most suppliers could remain solvent even if they anointed your organization the one customer they no longer charge.  But some suppliers’ viability could be threatened by offering their biggest customer an unprofitable price…

Read more

Negotiation: Thoughts From Brazil

Special thanks to Grupo Netshoes for this guest post Don’t miss updates on Procurement & Supply Chain, Subscribe here! The notion of negotiation is more and more prevalent in our daily lives and in a wide range of professions.  Given the nature of a globalized and increasingly faster world in which we live in, negotiating has become ubiquitous in all…

Read more

A Disturbing Procurement Statistic

In being interviewed for a business publication, I was asked the question:  What percentage of procurement professionals receive negotiation training? Don’t miss updates on Procurement & Supply Chain, Subscribe here! Now, without having access to the personal training records of the millions of procurement professionals on the planet, I had to make some assumptions. But, I’m the type of guy…

Read more

President Donald Trump: The Negotiator?

Special thanks to GEP for this guest post Don’t miss updates on Procurement & Supply Chain, Subscribe here! In his campaign, Donald Trump has repeatedly touted his business acumen and negotiation skills as qualities that make him uniquely suited to be the next president. On top of this, Trump has claimed that “Right now, we have the wrong group of…

Read more

Pokémon Go Lessons for Procurement – Seriously!

You simply can’t escape it – Pokémon Go is a giant phenomenon! First, let me be upfront with you.  I have not played the game and I really don’t know much about Pokémon other than Pikachu.  That being said I, like most of you, have been surrounded by those playing it just about everywhere I go. Don’t miss updates on Procurement & Supply Chain, Subscribe…

Read more

Vendor Negotiation Strategies: Adapting Them For Sole Sources

I hope that you have enjoyed the article “A Sole Source Supplier Negotiation Strategy.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! In the article, I mentioned that a series of questions is at the center of good sole source vendor negotiation strategies.  And I provided examples of the types of questions you can ask. While it’s obviously…

Read more

->