Let's cut to the chase on this one: The problem is not the legal department. The problem is you and your procurement dept. Let me explain.
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Negotiating with Hard Bargainers - The Secret Sauce
How do we negotiate with hard bargainers? The very short answer to how to negotiate with hard bargainers at the negotiation table is “you don’t”. Instead of negotiating with them using At The Table moves, you negotiate with them using AWAY From the Table moves.
What does that mean? Allow us to explain.
Procurement – The ONLY Accidental Profession Left in the 21st Century!
During the last 27 years, we’ve asked well over 30,000 people in our profession (which includes Competitors View annual conferences), the same exact question:
“How many of you planned on being in this profession, coming out of high school — and then pursued an education in procurement and obtained a job in procurement, as originally planned coming out of high school?”
Out of 30K+ procurement professionals in 29 countries
Ordinary negotiators abound. Ordinary negotiators take the circumstances of a deal and negotiate the best outcome, usually focusing on price. They mostly focus on at-the-table negotiation strategies and measure their results on misaligned comprehensive criteria.
Ordinary negotiators get walked all over by suppliers and never know it. Master Negotiators, in contrast, upset negotiation dynamics. Master Negotiators live and breathe Disruptive Sourcing. It’s the secret sauce that makes
It’s probably the #1 question we get from clients – how do we negotiate with hard bargainers? Well, the question itself implies that there is something wrong with your negotiation
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