Negotiating About The Negotiation: Whose Paper Do We Use?
Contract negotiations with suppliers can be tough and complex, as [...]
How to Negotiate With Your Existing Supplier
“If you know the enemy and you know yourself, you [...]
Level the Playing Field in your Negotiations
Several years ago, while still cutting my teeth as a [...]
Replacing Staff Doesn’t Always Increase Efficiency
20 years in Procurement has given me the opportunity to [...]
Even the Best Technology Needs Good Process
We know that technology is the backbone of any successful [...]
The Negotiator’s Toolkit: 6 Roles for Effective Contract Negotiations
Contract negotiations are often complicated processes that can take several [...]
How I Negotiated a 75% Discount with Resellers
A few years ago I was hired by a large [...]
Mergers and Acquisitions: Don’t Forget About the Suppliers
“According to the findings of the 2015 M&A Trends Report, [...]
Why Contract Management is the Key to Effective Spend Analysis
When my clients ask me to help identify areas of [...]
Stop Trying to Manufacture “Win-Win” Deals (Do This Instead)
I play a lot of sports. As a child, I [...]