Prices so transparent they'll spell the end of negotiation
E-sourcing, global trading networks, online communities and procurement's scrutiny into still-cloaked categories may force market pricing for goods and services to become so transparent that negotiation would be a lost art in the future, envisions a report on Ideas for Procurement in 2020, the outcome of a dialogue between Ariba and leading procurement practitioners.
Posted by Editor at 9:20 AM | Comments (0)
Negotiators with two left feet - how not to be your own worst enemy
Have you ever sat in a sourcing negotiation where one of your own made a gaffe by blurting out an unplanned question or statement? It happens more often than you think and can cause the group to suddenly lose ground when it was going oh, so well, says Elaine Porteous, SmartProcurement contributing editor.
Posted by Editor at 5:30 AM | Comments (0)
Strike action - 5 tips for breaking negotiation deadlock
“Zuma intervenes in public sector strike in its third week.”President Jacob Zuma intervened in the 13-day public sector strike in the early hours of Monday morning, instructing ministers to immediately return to the negotiating table.
Posted by Editor at 5:20 AM | Comments (0)
Playing with giants - India
India’s influence in Africa is growing. Elaine Porteous, SmartProcurement Associate Editor and Procurement advisor discusses how to make the most of this partnership.
Posted by Editor at 7:30 AM | Comments (0)
Negotiating for the 'best fit'
Several questions arise when it comes to negotiating. As one goes into a negotiation, there is one striking question that one needs to ask oneself: “Is the price the only subject for negotiation?”
Posted by Editor at 5:25 AM | Comments (0)
Break the deadlock and move forward!
An impasse or deadlock in negotiations is not uncommon. An issue or condition that neither side seems able to agree upon brings the entire negotiation to a grinding halt. SmartProcurement wonders what a negotiator can do when faced with a deadlocked negotiation. Are there techniques which can be used to break the deadlock?
Posted by Editor at 12:00 AM | Comments (0)
What is the Value of Negotiation Skills in Public Sector Procurement?
During the recent Advanced Negotiations Skills Workshop, hosted on the 23rd & 24th of July 2008 in Centurion by SmartProcurement, several interesting issues around the whole 'skills-set' were raised and debated. The workshop was facilitated by Tom Beasor who hails from the UK and has consulted to companies and organisations in over 30 different countries across the globe during a career that spans the past 20 years.
Posted by StaffWriter at 10:30 AM | Comments (0)
15 Simple Rules for effective Negotiations
"Organisations can no longer only rely on their products and services to differentiate themselves", Tom Beasor, an acclaimed international negotiator told SmartProcurement. "Often, it is the actual level of training of their personnel that makes the deciding difference."
Posted by Editor at 10:00 AM | Comments (0)
PART 2: How to negotiate with a SOLE Supplier
By Bernie van Niekerk
Its that time of the year.... Your SOLE supplier is about to present you "their valued customer" with their increase. They know, and you know that there is not much that you can do about it....
Now for whatever reason (part 1 of this article dealt with making sure you aren't put in a sole supply situation in the first place!) you or your organisation is faced with no alternative supplier or product. Not the greatest position to be in when trying to negotiate a better deal!
Posted by bernievn at 7:59 PM | Comments (6)
How to negotiate with a SOLE Supplier (Part 1)
By Bernie van Niekerk
You know the feeling ...Their price increases are double that of everybody else's... As far as their service is concerned well you've got 2 choices.
1. Take it or 2.Leave it!
Their ''service" personnel are insolent to say the least. But there is one thing that you both know. namely, this supplier is in charge... and they know that you know!
Without the power of an alternative can you really negotiate...?
Posted by bernievn at 8:17 PM | Comments (0)
