BMP Radio Negotiations

BMP Radio: Negotiating for the Unknown: Buying Emerging Technologies

Written by Kelly Barner

Mark Bilgin is a career negotiator and the author of Mastering High Stakes Negotiations and he is joining BMP Radio for a regular podcast series on all things negotiation.

In this session, we’re going to depart from the straight and narrow negotiation topics we’ve tackled in the past and take on something a little trendier: AI.

I recently came across some interesting articles (see episode links) about how to negotiate with AI providers. For enterprises and procurement organizations piloting or evaluating this emerging technology, there is very little to go on when preparing for a meeting with an AI vendor.

Highlights from the Show Include:

  • Drawing on procurement’s past experiences with traditional complex goods and services when preparing to negotiate with AI providers
  • When ‘bluffing’ becomes a source of risk on both sides of a negotiation – drawing the line between taking a ‘trailblazer’ approach to risk tolerance and avoiding the acceptance of detrimental risk
  • Setting the pace of negotiation and implementation in completely new efforts: making sure that neither side commits to more than they have the foresight to handle with reasonable accuracy

Links and Resources:

About the author

Kelly Barner

Kelly Barner has covered procurement news, events, publications, solutions, trends, and relevant economics at Buyers Meeting Point since 2009. In 2017, she joined Philip Ideson as a co-founder of Palambridge, a virtual platform of procurement experts, technology, and intelligence. Palambridge provides a broad range of flexible procurement solutions, available on-demand.

Kelly has several regular columns throughout the procurement industry and in the summer of 2016 was appointed to become the Business Survey Chair for the ISM-New York Report on Business.

Kelly has her MBA from Babson College as well as an MS in Library and Information Science from Simmons College. She has also co-authored two books: ‘Supply Market Intelligence for Procurement Professionals: Research, Process, and Resources’ (2014) and ‘Procurement at a Crossroads: Career Impacting Insights into a Rapidly Changing Industry’ (2016).

Before covering the procurement industry as a blogger, Kelly worked as the Associate Director of Consulting Services at Emptoris (now IBM) and as a Hired Services sourcing specialist at Ahold USA