It never fails to amaze me in business the number of people and organisations that accept the initial offer a vendor has put forward to them. Are people scared of negotiating? Is it seen as a faux pas or a dirty habit? Don’t get me wrong I am not saying you should act like you are negotiating on a rug in an Istanbul market but you should at least open up a discussion. (more…)
In my experience, procurement and sales have a lot in common. Both
are concerned with maximising profitability, whether through top-line growth delivered by sales, or bottom-line protection by procurement. (more…)
cheap lasix online00″ height=”100″ />My friend Andrew, an excellent communications and presentations trainer (ask me if you want a discount), was about to start a session on negotiation skills with a bunch of City traders. He politely asked the guy in the front row what negotiation meant to him. “I never negotiate,” came the unsmiling reply. (more…)
There are several ways a manufacturing company can reduce the cost of raw materials. (more…)
I have just returned from one of my increasingly regular trips to China. Globalisation has resulted in a marked increase in international procurement in recent years, especially in manufacturing, and as a negotiation specialist I am often asked about the importance of cultural issues. In the Far East, for example, how much of a cultural faux pas is it to fail to bring a gift for your host, or to hand over your business card with one hand? (more…)
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