I recently wrote about the dollar gaining strength and the plummeting price of steel. It’s a welcome change after years of hearing a broken record on direct materials…higher prices…higher prices…higher prices…
Naturally, when purchasing power goes up and prices go down, buyers want to act on the opportunity, and many ask “is now is the time […]
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You might think that divorce rates in North America are high, with some statistics as high as 50%, but in the business world, divorce is the name of the game. As a recent article over on Supply Chain Digest points out, no matter how valuable a strategic “supplier alliance” may be at various points […]
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the doctor recently came across an article in The Negotiator Magazine titled Emotion in Negotiation that had some good advice on incorporating emotional awareness into negotiations, as long as you don’t take it too far, especially when you’re the buyer and the purchase under consideration is a technology solution. The article suggests that because emotion […]
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CAPS Research latest Practix, The Key to an Effective Purchasing System: Is It Technology or Supplier Relationship Management?, by Keah Choon Tan asks whether sophisticated and often expensive information technology is the only solution to improve competitiveness in response to the tremendous pressures of globalization and increasingly demanding customers. The study describes the lean but […]
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Over on The Negotiator Magazine, Eric Garner recently had a great article on Timeless Principles To Steer You Through Negotiations that listed seven principles of negotiations that define a sure-fire way to succeed. The list, which also included 7 timeless quotes, one per principle, is as follows: Negotiating is […]
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I recently came across a recent edition of Procurement Insight from CGI by Denise Dattomo and Chuks Amajor entitled Incumbent Negotiations: When and Why that reviewed 7 situations where incumbent negotiations may be more attractive than competitive procurement which was quite good. Although comprehensive competitive bidding approaches are typically the right way to go, direct […]
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