It’s time for a new approach and mindset for contract negotiations—time to leave the me-first, I-win-you-lose strategy and replace it with a highly collaborative approach when structuring partnerships. What if the agreement you negotiated was more than just a...
Traditionally, buying companies seek to limit their risk exposure by diversifying their vendor pool. But if all vendors in an industry face the same challenge to keep costs in check, for example rising wages, it is time to do something differently. The answers lay in...
Q: Getting to We is a book about negotiating, but you say it is more than a traditional negotiation book. How is it different? A: Hundreds of books have been written on negotiation strategies and tactics such as Getting to Yes, Getting Past No, Getting More and even...
Help from their service providers to develop a solid strategy to seriously reduce costs and waste. If providers don’t take the lead on directing cost reduction, providers should expect further commoditization. I just spent one week in Scotland working with one of the...
According to the Corporate Executive Board (CEB), buyers are 57% through their buying process (gathering information and determining specifications and requirements) before reaching out to suppliers. The remaining 43% of the buyers’ time is devoted to the RFP process,...
