BMP Radio Negotiations

BMP Radio: Negotiating Effectively in an Established Supplier Relationship

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 our last session, we spoke about 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.

In this podcast, we’ll take on the opposite kind of negotiation: one where the other party is very well known because they are an incumbent supplier.

Highlights from the Show Include:

  • Mark describes the difference between negotiating with a new supplier and negotiating with a supplier where a productive, pre-existing relationship is in place.
  • Procurement needs to understand how the fact that both parties have pre-existing knowledge about the other (and can read interpersonal dynamics more easily during the negotiation) should alter preparation and expectations.
  • How to minimize the awkwardness that may arise before and after the negotiation takes place and prevent it from affecting the long ongoing relationship.

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