Login
Please log in to access your member area

Continue with LinkedIn

If you're not a member please register
Register now

Forgot your username / password?

Forgot Username / Password?

Your username is the email address that you used to register. Enter it in the field below and we'll email you a link to reset your password.

If you're not a member please register
Register now
Search

Procurement: Is There A Negotiation Gap? Part 3 - An OverReliance On Tenders

This article looks at the overreliance upon tenders and the use of the procurement process itself to drive and extract value as opposed to actually conducting a negotiation to drive the benefits.

Tim Milne

Interests: Creativity

Procurement: Is There A Negotiation Gap? Part 2 - Stakeholders, Resourcing and Capability

In my first article I asked a range of controversial questions: if procurement is gradually losing the art of the deal, are the negotiation capabilities of procurement professionals being eroded, and whether sales teams are gaining an upper hand in negotiations?

Tim Milne

Interests: Strategy

Procurement: Is There A Negotiation Gap? Part 1 - What's The Problem?

Is procurement gradually losing the art of the deal? Are the negotiation capabilities of procurement professionals being eroded? Are sales teams gaining an upper hand in negotiations?

Tim Milne

Interests: Planning

The Strategic Negotiator's Guide To Post-Contractual Implementation

Negotiating a great deal is only half the battle...forget the implementation aspect at your peril!

Tamara Hodgson

Interests: Execution

Lateral Thinking

Think you're not creative? Think again. All negotiators have the ability to unlock value by approaching a problem laterally.

Alistair White

Interests: Creativity

Irrationality

The fascinating work of behavioral economists that shines a light on the pitfalls of a faulty decision making process.

Rodrigo Malandre

Interests: Psychology

Why No Can Spell Trouble In Negotiation

Why removing "no" from your negotiation vocabulary can be a wise move.

Tim Green

Interests: Strategy

Is Pushing Small Suppliers On Payment Terms The Right Approach?

When is it commercially astute, and when is it not, to put pressure on specialist suppliers to increase their payment terms?

Rodrigo Malandre

Interests: Power

You Can't Have Your Cake And Eat It

The greedy negotiator who isn't prepared to be collaborative may find themselves in deadlock quicker than you can say, "I'd like another slice please".

Tim Green

Interests: Competitive