Buyers must go beyond one trick negotiation strategies: Developing Differentiated Negotiation Strategies With much talk of buyers negotiating aggressively, we explain how buyers can adopt appropriate negotiating behavior, by developing differentiated negotiation strategies. When reading articles such as this one in Forbes, you would think that buyers don’t have the knowledge or the tools to negotiate more strategically. But what … Read More
Creating e-Sourcing Strategies for successful e-Auctions
Creating e-Sourcing Strategies for successful e-Auctions Creating e-Sourcing Strategies for successful e-Auctions: We guide you the issues to assist procurement professionals work through the key issues in determining their e-Sourcing Strategy. Compared to the actual running of the Event, picking a suitable category and how to engage the market can be one of the most challenging decisions. Reverse auctions can … Read More
Are Procurement Professionals Negotiating 'Too Aggressively'?
Are Procurement Professionals Negotiating Too Aggressively? In a post over on our Linkedin Group Jeffrey Friend posted a link to a Forbes article raising the question – Are Procurement Professionals Negotiating Too Aggressively? The article contained many embedded articles within it, making the subject matter very broad and complex. We provide our analysis and insight below: The Forbes article is … Read More
Negotiation: Managing the “Chumpion” Syndrome
The “chumpion” is a name give by sales people to the person(s) on the inside of the buyers organization that sales people befriend in order to reach out to his or her peers, dependents and superiors, to secure allies that have the ability to influence, move and marginalize procurement. The “chumpion” therefore, is at the heart of managing “back door … Read More
Defining Negotiation Success
Defining Negotiation Success Most companies still focus primarily on financial metrics such as lowest price when defining negotiation success. While financial terms are clearly a key success factor, there are other types of value at stake in negotiations and without a mechanism for giving weight to these other kinds of value, they are likely to be neglected. Best in class … Read More
Closing the Strategic Sourcing, SRM and Negotiation Loop
Closing the Strategic Sourcing, SRM and Negotiation Loop Closing the Strategic Sourcing, SRM and Negotiation Loop: Strategic sourcing, SRM, and negotiation are subjects that you will find no shortage of advice about in books, journals and from consultants. The problem is, there appears to be a lack of literature dealing with these subjects in any integrated form. Searching these terms … Read More