Browsing All posts tagged under »negotiation«

Are pendular negotions still a viable approach for today’s complex buyer-supplier relationships?

March 19, 2023


What does the term "Buying Power" mean to you?

Article by veteran contracts expert Lewis-Fernandez demonstrates the kind of thinking that gives negotiation a bad name by Jon Hansen

March 27, 2015


Point #3 Create a strong foundation by building relationships first: This is probably one of the most important things an individual can do in regards to negotiation and in business in general. Perhaps you have attended the standard “networking” event where you give dozens of cards out without having a real conversation with anyone. It’s time […]

Science Explains Why Women Are Better At Communicating Than Men (Audio Version) by Jon Hansen

September 15, 2014


Editor’s Note: A recent post that I had written for LinkedIn was picked-up by Umano.  For those unfamiliar with the Umano platform, it uses professional narrators to create audio versions of popular articles and posts from a wide variety of publications. While focused predominantly on those individuals who are on the go and thus rely […]

Make one little suggestion that women might be better negotiators than men and . . . by Jon Hansen

May 20, 2014


Less than 24 hours after posting my latest LinkedIn article Are women really better negotiators than men?, there has been a steady flow of comments – 246 so far and counting, as well as 203 likes.  What is interesting is that I could not help but wonder how many of the select few of the […]

Can you be truthful and candid at the same time? (Part 1 of 2) by Roz Usheroff

August 28, 2013


Editor’s Note: Given our recent focus on the subject of negotiation by way of my interview with Keld Jensen and yesterday’s guest post by Andy Akrouche, it seemed only logical to share with you this article from The Remarkable Leader Blog by Roz Usheroff on the differences between truth and candor. More specifically, and within […]

Does flawless negotiation create certainty? by Andy Akrouche

August 27, 2013


Have you ever wondered why there is such a great emphasis placed on learning negotiating techniques? After all, and as a simple search on the Internet will demonstrate, there are tens if not hundreds of books written on providing insight and direction on negotiating deals rather than building relationships. From “negotiating to yes” to “zero […]

Our newest PI European Edition columnist Tim Cummins offers interesting insight into IACCM’s Negotiated Terms Study by Jon Hansen

June 27, 2013


As our Procurement Insights European Union Edition takes off under the deft and insightful management of Chief Editor Colin Cram, I am very pleased to announce the addition of another new contributing columnist to the team. IACCM’s Tim Cummins is one of those individuals who bring a much needed perspective to an industry in transition. […]

Is It Possible To Break Into Procurement Without Procurement Experience? (Part I) by Charles Dominick, SPSM, SPSM2

September 27, 2012


Editor’s Note:  Charles is founder, president and chief procurement officer of Next Level Purchasing, which offers the SPSM (Senior Professional in Supply Management) Certification. Be sure to check out Charles’ Purchasing Certification Blog. “I’d love to break into procurement, but I have no procurement experience.  Is it possible?” This is a question that I get […]