Is your brand your most powerful negotiating tool? (Part 1) by Roz Usheroff

Posted on October 18, 2013


Editor’s Note: An interesting post by Roz Usheroff . . . make note of the comment from IACCM’s Tim Cummins, including his assertion that “Buyers often use their brand to impose onerous terms on the supplier.”  What do you think?

The Remarkable Leader

Everywhere I turn these days it seems that there is always something being negotiated.

Whether it is associated with efforts to end the closing of the government or, seeking an increase in pay and benefits, one thing is clear; a lot of people are doing a lot of talking around the proverbial negotiation table in an effort to forward their particular interests or causes.

Of course when we think of “negotiating” or having to negotiate, we tend to view the process in a negative, mostly adversarial light.  A situational discomfort in which one party attempts to get the better of the other.  In the context of a recent article I read, this perception is understandable and likely warranted, at least  to a certain degree.

In the article, IACCM’s Tim Cummins made reference to a 2010 Commitment Matters blog post regarding “the ‘conspiracy’ that leads executives on both sides of the…

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