http://getisms.com/blog Leading Change Through Profitable Purchasing Strategies Thu, 13 Dec 2007 19:15:49 +0000 http://backend.userland.com/rss092 en    When at the negotiation table, I think of John Wayne's advice he gave to young actors: "Talk low, talk slow and don't say too much."     http://getisms.com/blog/?p=16 You have just finished a long and grueling negotiation.  Overall you are pleased with the results. After the rap up, your adversary approaches you to shake hands. He says “I will request approval for this deal and if there are any questions I will be back to you next week.”  ... http://getisms.com/blog/?p=15  Whenever possible, set up a dinner the night before the negotiation. If that is not possible, include on the agenda a greet and meet time which will include food and beverages The interaction around food is universal Do not start a negotiation without beginning with some small talk Finding agreement on any subject is ... http://getisms.com/blog/?p=13   In the last 20 years Purchasing has seen a period of change in technology and market globalization that is unmatched in the history of the world. Globalization and the technology advancements have brought us significant increases in the number of  competitors in almost every industry in every part of the ... http://getisms.com/blog/?p=8     " Even an experience negotiator in the heat of a strategic interaction can forget that he or she is dealing with people who are complex and multifaceted.  Discovering their other concerns will enable you to broaden the gauge and increase your chance of success". http://getisms.com/blog/?p=12 Expressing yourself in the right manner, you are there for a mutually beneficial agreement. No yelling fist pounding or trying to take an upper hand Express yourself at the right time. No interrupting or yelling   Listen to the other side Ask questions and draw them in. Speak clearly and say what you mean. Do not hedge be direct ... http://getisms.com/blog/?p=10 Change Management  Today's supply management professional is faced with overseeing increasingly complex supplier relationships. A supply management organization may track such necessary tactical metrics as delivery and quality performance, and perhaps even supplier cost management. With increased workloads and time pressures, however, supply managers may not be routinely monitoring the key ... http://getisms.com/blog/?p=7 'Reducing prices through negotiation and ensuring supply continuity is not enough any longer. Today, strategic purchasing professionals are expected to bring both bottom and top line impact to allow their businesses to grow and stay ahead of competition. Through their proximity to the supply market and through strategic partnerships, purchasing ... http://getisms.com/blog/?p=5