BMP Radio Negotiations

BMP Radio: Preparing to Negotiate with an Unpredictable Entity w/ Mark Bilgin

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 our last session, we spoke about some of the things that business negotiators can learn from the precarious situation with North Korea, specifically how to handle multi-party negotiations when you are counting on one player to use their leverage with another of your behalf.

This week we are going to move on to a related point: negotiating with an unpredictable entity. I started the conversation by asking Mark how we can prepare to negotiate with a person or organization that we aren’t sure will live up to their end of the bargain.

Highlights from the Show Include:

  • Mark reminds us that while it is natural for procurement to think of suppliers as the ‘unpredictable party’ we may be the unpredictable ones.
  • Mark points out that circumstantial unpredictability (a matter of perception) and intentional unpredictability (a negotiating strategy) are very different.
  • Mark notes that each person in a negotiation is representing many individuals as well as the interests of their organization. The lead negotiator must ensure that their interests are understood and appropriately incorporated so as to prevent future ‘unpredictability’.

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