negotiation Archives - Procurement Cube https://procurementcube.org/tag/negotiation/ Passion for business Thu, 22 Dec 2022 17:34:53 +0000 en-GB hourly 1 https://wordpress.org/?v=6.6.2 https://i0.wp.com/procurementcube.org/wp-content/uploads/2019/07/cropped-ProCu-THICKER-All-Grey.jpg?fit=32%2C32&ssl=1 negotiation Archives - Procurement Cube https://procurementcube.org/tag/negotiation/ 32 32 193294611 Selling to Procurement: How to prepare for successful negotiations https://procurementcube.org/selling-to-procurement-how-to-prepare-for-successful-negotiations/#utm_source=rss&utm_medium=rss&utm_campaign=selling-to-procurement-how-to-prepare-for-successful-negotiations Thu, 22 Dec 2022 17:34:49 +0000 https://procurementcube.org/?p=2574 Knowing as much as possible about the person you negotiate with is always good advice. And it’s no different when the person on the other side of the negotiating table is a procurement professional. Here are some of the types of things you need to know: What’s Category Management? Let’s take a closer look at […]

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]]> 2574 Selling to Procurement: How to avoid Procurement… at first https://procurementcube.org/selling-to-procurement-how-to-avoid-procurement-at-first/#utm_source=rss&utm_medium=rss&utm_campaign=selling-to-procurement-how-to-avoid-procurement-at-first Wed, 14 Dec 2022 18:08:49 +0000 https://procurementcube.org/?p=2564 When Procurement issues a Request For Proposal (RFP, aka tender), it is not uncommon that the requirements have already been influenced by one or more suppliers. And that’s a problem if you are not one of those suppliers. It’s a problem because it adversely affects your odds of winning the RFP. Once the RFP has […]

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]]> 2564 Selling to Procurement: 10 insider negotiation tips Procurement doesn’t want you to know about https://procurementcube.org/selling-to-procurement-10-insider-negotiation-tips-procurement-doesnt-want-you-to-know-about/#utm_source=rss&utm_medium=rss&utm_campaign=selling-to-procurement-10-insider-negotiation-tips-procurement-doesnt-want-you-to-know-about Fri, 25 Nov 2022 22:43:57 +0000 https://procurementcube.org/?p=2548 If you are in B2B sales, it’s almost inevitable that you will be having negotiations with your prospects’ Procurement departments. That can be quite an unsettling experience. Most procurement professionals have been formally trained in the art of negotiating. Contrast that with the estimated 5% of sales professionals that have had any negotiating training whatsoever. […]

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]]> 2548 Selling to Procurement: Are unsuccessful negotiations with Procurement hurting your sales? https://procurementcube.org/selling-to-procurement-are-unsuccessful-negotiations-with-procurement-hurting-your-sales/#utm_source=rss&utm_medium=rss&utm_campaign=selling-to-procurement-are-unsuccessful-negotiations-with-procurement-hurting-your-sales Wed, 19 Oct 2022 07:31:00 +0000 https://procurementcube.org/?p=2487 Are you in B2B sales and do you often feel that your negotiations with procurement professionals could have gone better? If so, you are not alone. Procurement functions in mid-sized and large companies have steadily gained more influence and power. And to ensure they deliver results, procurement people are now very well trained in the […]

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]]> 2487 Selling to Procurement: 3 Secrets Procurement Doesn’t Want You to Know About https://procurementcube.org/selling-to-procurement-3-secrets-procurement-doesnt-want-you-to-know-about/#utm_source=rss&utm_medium=rss&utm_campaign=selling-to-procurement-3-secrets-procurement-doesnt-want-you-to-know-about Wed, 10 Nov 2021 13:06:36 +0000 https://procurementcube.org/?p=2272 Discover three secrets of dealing with Procurement, that will help you sell more in less time. If you’re a B2B salesperson, you have probably bumped up against procurement departments a number of times. In this article, I am sharing insights about Procurement that will make those interactions a lot easier, and that will help you […]

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]]> 2272 5 Negotiation Tips That Deliver Win-Win Outcomes https://procurementcube.org/5-negotiation-tips-that-deliver-win-win-outcomes/#utm_source=rss&utm_medium=rss&utm_campaign=5-negotiation-tips-that-deliver-win-win-outcomes Wed, 30 Jun 2021 00:00:53 +0000 https://procurementcube.org/?p=2203 Negotiating with suppliers can be tricky. You want to create win-win outcomes because making the other side feel like a “loser” is Old School.  It’s outdated and it destroys, not builds, value long-term. But how do you create win-win outcomes when you are at the negotiating table? In this blog post I share some negotiation […]

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]]> 2203 Negotiation: How Effective Is the Good Cop vs Bad Cop Routine? https://procurementcube.org/negotiation-how-effective-is-the-good-cop-vs-bad-cop-routine/#utm_source=rss&utm_medium=rss&utm_campaign=negotiation-how-effective-is-the-good-cop-vs-bad-cop-routine Thu, 27 May 2021 13:52:26 +0000 https://procurementcube.org/?p=2184 We have all heard about the old “Good cop vs Bad cop” routine when it comes to negotiating. In fact, you will likely have been at the receiving end of it or perhaps you’ve dished it out in the past. Does it work, though? Yes, sometimes it works, but it’s not nice. The reason why […]

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]]> 2184 How to Use Financial Reports to Prepare for Supplier Negotiations https://procurementcube.org/how-to-use-financial-reports-to-prepare-for-supplier-negotiations/#utm_source=rss&utm_medium=rss&utm_campaign=how-to-use-financial-reports-to-prepare-for-supplier-negotiations Thu, 06 May 2021 20:27:58 +0000 https://procurementcube.org/?p=2176 When Warren Buffet looks for shares to invest in, he looks for companies with “durable competitive advantages”. As Procurement professionals, we are also concerned with performance and stability of suppliers. So, are there lessons to be learned from Warren’s approach? Most definitely, yes. Knowledge isn’t power, applied knowledge is power Eric Thomas That is true […]

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]]> 2176 How to use “thank you” to increase your success in negotiations https://procurementcube.org/saying-thank-you-when-negotiating-is-about-more-than-just-showing-gratitude/#utm_source=rss&utm_medium=rss&utm_campaign=saying-thank-you-when-negotiating-is-about-more-than-just-showing-gratitude Tue, 30 Mar 2021 21:39:22 +0000 https://procurementcube.org/?p=2161 During negotiations, both parties need to be flexible for an agreement to be reached. That usually means each party makes a series of concessions. So, do you say, “thank you” when your counterparty gives you something? What if the concession is inadequate? According to one definition of the Cambridge English dictionary thank you is “said […]

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]]> 2161 How to Unlock a Deadlocked Negotiation https://procurementcube.org/how-to-unlock-a-deadlocked-negotiation/#utm_source=rss&utm_medium=rss&utm_campaign=how-to-unlock-a-deadlocked-negotiation Fri, 26 Feb 2021 00:01:07 +0000 https://procurementcube.org/?p=2143 Negotiation is a topic close to my heart and as a procurement professional it’s an activity I have engaged in for more than 20 years. It’s a very useful skill we all use in many contexts. In a past article, I have shared the negotiation process I follow to achieve great results. And in this […]

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