Insights · Topic
Preparing, reading the other side and reaching agreements that hold.
Negotiation
Sample contentIf both sides wanted exactly the same thing, there would be nothing to negotiate. Differences in view are not an obstacle to the deal. They are where the deal comes from.
2 min read
Negotiation
Sample contentThe first few minutes of a negotiation set the tone for everything after them. A good ice breaker is not small talk for its own sake. It is preparation put to work.
2 min read
Negotiation
Sample contentSome of the most important negotiations a buyer has are not with suppliers at all. They are with the colleagues who live with the consequences of what procurement buys.
2 min read
Market dynamics
Sample contentHow much room a buyer has to negotiate depends less on negotiating skill than on the market they are buying in. Perfect competition is the place to start understanding why.
2 min read
Supplier management
Sample contentBuyers spend a lot of time deciding how important a supplier is to them. It is just as useful to ask how important you are to the supplier.
1 min read
Negotiation
Sample contentGood negotiators adapt to the person across the table. The skill is adapting your style without giving up your position.
1 min read
Negotiation
With Paul Gulston
Why differing views between the two sides are the reason negotiation exists at all.
Read the articleSupplier management
With Paul Gulston
How suppliers see your account, and what that means for your leverage as a buyer.
Read the articleNegotiation
With Paul Gulston
A role-played look at opening a negotiation and setting the tone with ice breakers.
Read the articleNegotiation
With Paul Gulston
Negotiation isn't only with suppliers: working through priorities with colleagues in the warehouse.
Read the articleMarket dynamics
With Paul Gulston
How the structure of a supply market shapes how much bargaining power a buyer has.
Read the articleNegotiation
With Paul Gulston
Adapting to the other side's style, reading leverage, and using hypothetical questions.
Read the article