This Week in Procurement

This Week in Procurement: How Much Negotiation Mercy Should You Give To Spineless Suppliers?

Written by Philip Ideson

“In procurement, you don’t always know if the deal you negotiate for might be fiscally unhealthy for your supplier.  So, they question is:  how hard should you push certain suppliers?”

This week’s Must Read comes from Charles Dominick who considers how far should we actually push suppliers who seem willing to give up the world to do business with us?

It’s a really interesting question, because our natural tendency can be to push as far as the supplier is willing to go.  But, is this actually healthy?

Are there any suppliers that you work with who seem too willing to offer everything that you ask for to do business with you? If so, you may want to reconsider what you actually ask for!

How Much Negotiation Mercy Should You Give To Spineless Suppliers? | Charles Dominick, Next Level Purchasing


2.
OTHER INTERESTING ARTICLES

Dr. Edward Altman and CreditRiskMonitor CEO Jerry Flum on the Looming Corporate Debt Crisis | Sydney Lazarus, Spend Matters

The Power of Body Language | Mark Raffan, negotiations.ninja

‘Come Over to the Dark Side, We Have Cookies’: On Blending Corporate and Freelance Work | Rebecca Karp, Spend Matters

Changing Performance Metrics for Legal Services | Susan Raridon Lambreth, LawVision Group

A New Perspective for Procurement: Understanding RAP | Tom Finn, Spend Matters

10 Hard-Bargaining Tactics & Negotiation Skills | Harvard Law School Program On Negotiation

How Do You Change Successfully? Trust + Diversity | David Loseby

Don’t Let Your Career Break Become a Career Breakdown | Kelly Barner, Buyers Meeting Point

The Top Six Challenges Facing Procurement | Graham Crawshaw, CASME

 


3.
NEWS

Finance Chiefs Centralize to Cut Costs, Make Smarter Decisions | Tatyana Shumsky & Nina Trentmann, CFO Journal

Amazon Pilots Long-Anticipated Delivery Service | Daphne Howland, Retail Dive


4.
@ THE ART OF PROCUREMENT

Podcast: 154: Be Prepared for GDPR: Procurement Role in Personal Data Protection & Privacy w/ Jen Warner and Eric Martin


5.
OTHER STUFF

The Art of Listening | Brendan Salter, Salter Mediation

 

Have a great weekend!

About the author

Philip Ideson

Philip Ideson is passionate about the role that procurement professionals and leaders can plan in creating competitive advantage for their organizations in ways that go beyond the traditional value proposition.

Philip founded Art of Procurement as a way for the procurement community to learn from each other, increasing the impact they have on their organizations. In 2017, he co-founded Palambridge, a virtual platform of procurement experts, technology, and intelligence. Palambridge provides a broad range of flexible procurement solutions, available on-demand.

Prior to Art of Procurement and Palambridge, Philip enjoyed a career that spanned the procurement value chain, working across three continents for organizations such as Accenture, Procurian, Ally Financial, Pfizer and Ford Motor Company.