do-you-need-to-negotiate-differently-with-procurement Blog Related Topics 
The Accidental Negotiator
JUNE 16, 2023
Negotiators have to know how to choose the best kind of auction Image Credit: M C Morgan We all know that there are a lot of different ways to resolve business negotiations. One way that is not used all that often but which might be of a great deal of value to you is use an auction as a part of a negotiation.
The Accidental Negotiator
JULY 30, 2021
As I’m pretty sure we all know, every negotiation that we engage in is all about information. What do we know, what don’t we know. We all do our homework before the negotiation starts so that we’ll have as much information as possible. You want to gain some measure of the other side’s trustworthiness.
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The Accidental Negotiator
MAY 28, 2021
A negotiation is never over, until it’s over Image Credit: Hernán Piñera. Negotiators always have to deal with the simple fact that a negotiation is never over, until it’s over. You are all done, right? Perhaps they expect you to deliver the same service package faster than agreed upon and for less money.
Partners in Excellence
FEBRUARY 28, 2022
We started to talk about how his team could present and defend value, minimizing the need to discounting. “What features and capabilities of the product are different than our competitors?” Classically, customer procurement processes looked at, negotiated, and ordered products individually.
Janek Performance Group
MAY 2, 2023
With that in mind, here is why, how, and when to upskill your sales team: Why You Should Upskill In 2017, McKinsey Global Institute released Jobs lost, jobs gained: What the future of work will look like for jobs, skills, and wages. While no one generation is better at sales, there are differences. This makes upskilling so essential.
The Accidental Negotiator
JANUARY 13, 2023
The next time you negotiate, be aware of the winner’s curse Image Credit: Ricard Masferrer. For most of us, negotiating is all about winning. Where things can get a bit strange is if we are successful in a negotiation, but we end up feeling as though we actually were not successful. That’s the goal.
The Accidental Negotiator
MAY 21, 2021
As negotiators we all know that it is all too easy for a negotiation to come to a grinding halt. You and the other side have exchanged a series of offers and counteroffers, and you’ve met somewhere close to the middle—but not close enough. MESOs are a strategy in business negotiation.
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