Future Purchasing Blogs

Tagged by topic "Negotiation"

Although our personalities follow a certain direction, awareness of how we are wired does allow for a degree of modification of approach to suit the particular negotiation.

by Mark Hubbard

The concept of the BATNA - the Best Alternative To a Negotiated Agreement explained in the context of Brexit

by Mark Hubbard

Here we explain the way in which negotiations are influenced by the marketplace in which we and the supplier find ourselves

by Mark Hubbard

The challenge here is how to engage a discussion in which the approaches taken by both sides can be explored and developed in a positive, value creating way rather than seeking to take the maximum from the other party

by Mark Hubbard

How and why procurement professionals identify suppliers areas of interest before negotiating with them

by Mark Hubbard

Negotiations should be about the interests of the parties involved. Interests are areas which are of particular importance to one or the other (or all) parties. This sounds like an obvious statement, but there is a real danger in procurement negotiations that the interests are not clearly identified and resolved.

by Mark Hubbard

The United Kingdom has chosen a path leading to its separation from the European Union. However, you feel about the rights or wrongs of that decision, there is a lot to be learned from the set up and delivery of a complex negotiation, in which both sides are playing for high stakes.

by Mark Hubbard

Right at the heart of negotiation is having a really good idea of what it is we need to achieve, but this is often a challenge. We typically use the IMPACT framework to get around this

by Allison Ford-Langstaff

Negotiation in Procurement often seems to be a solo sport, rather than a team game. Here we think through ways to improve your approach

by Allison Ford-Langstaff

We highlight the fundamental challenge of supplier conditioning and show how to fix the two biggest challenges theirein

by Allison Ford-Langstaff

In our continuing series on negotiation, we’re exploring a whole series of issues surrounding the world of negotiation. In our last blog, we looked at the role of stakeholders in negotiation, and we’re extending that to explore an immediate consequence of stakeholder involvement

by Allison Ford-Langstaff

There’s a story in every purchasers heart about being given a negotiation to do and the key stakeholder in the organisation has already told the supplier that they have the work. It’s not a one industry thing, or a one country thing. It is universal.

by Allison Ford-Langstaff