BMP RadioNegotiations

BMP Radio: Negotiating Effectively in an Established Supplier Relationship

By February 26, 2018 No Comments

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:

Kelly Barner

About Kelly Barner

Kelly Barner has covered procurement news, events, publications, solutions, trends, and relevant economics at Buyers Meeting Point since 2009. In 2017, she co-founded Palambridge (now AOP Experts On-Demand) and joined Art of Procurement as Content Director in addition to her leadership of Buyers Meeting Point.