I don’t want the following quote from a famous business book to be misunderstood or suggest that negotiation between buyer and supplier is an act of war: “Every battle is won before it is ever fought.”
For example, between March 2009 and May 2019, I aired 900 episodes of my BlogTalkRadio show. I talked with industry leaders, top politicians, and celebrity executives. My one rule of being a good interviewer was to make sure I knew as much about my guest’s subject matter- if not more.
The best feedback from guests—many of whom had conducted hundreds of interviews across the media world—was that my questions made them see or rethink their understanding unexpectedly. It was not a unilateral exchange. It was a collaborative effort towards a mutual gain.
That is what negotiations should be. And that is exactly what Rod Sherkin and Angela Frank do better than anyone I have encountered in this industry with ProPurchaser.com.
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Procurement Insights
What Negotiation Should Really Be About
Posted on February 24, 2025
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I don’t want the following quote from a famous business book to be misunderstood or suggest that negotiation between buyer and supplier is an act of war: “Every battle is won before it is ever fought.”
For example, between March 2009 and May 2019, I aired 900 episodes of my BlogTalkRadio show. I talked with industry leaders, top politicians, and celebrity executives. My one rule of being a good interviewer was to make sure I knew as much about my guest’s subject matter- if not more.
The best feedback from guests—many of whom had conducted hundreds of interviews across the media world—was that my questions made them see or rethink their understanding unexpectedly. It was not a unilateral exchange. It was a collaborative effort towards a mutual gain.
That is what negotiations should be. And that is exactly what Rod Sherkin and Angela Frank do better than anyone I have encountered in this industry with ProPurchaser.com.
30
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