Let’s start off with a valuable reminder: tactics are not a substitute for a real negotiation strategy. In working with thousands of negotiators, I have reached three conclusions about tactics. One, it is imperative to recognize tactics, so as not to be drawn into...
Imagine a mid-level manager in the global commodities group got an email from the operations manager from a plant that read something like this: “Bob, I called ABC supplier to see where our XYZ parts are, and they told me that we’ll get them in 3 weeks. They...
Okay, I’m coming out. I meditate. I have for years. Besides all the health benefits, I believe that meditation has helped me further develop my ability to really focus. Anyone who has ever talked to me knows that I encourage everyone to take time to really plan for...
Traditionally, buying companies seek to limit their risk exposure by diversifying their vendor pool. But if all vendors in an industry face the same challenge to keep costs in check, for example rising wages, it is time to do something differently. The answers lay in...
Have you ever wanted to say no to some unreasonable request, whether from a client, vendor, boss, or co-worker, but said yes just to keep the peace? If you are like most of us, we are taught that saying no can be a bad thing. But what about those times when you have...
